The McMethod Email Marketing Podcast

For the freelancer looking for something more. For you if you ever wanted to be free of bosses, deadlines and the rat race in general.. ..Corey Ferreira is on the show today to show you how you CAN. Because just as quickly as we plug ourselves into the “Matrix”.. ..we can be freed from it. The rat race’s evil grasp that controls so many can easily be kicked away once you know what Corey knows. Information marketing gives you that freedom. The market is there waiting for you too. You just have to find your niche and take action. Learn how to leverage Udemy’s platform to further grow your following. Learn how to build a raving audience in Twitter, simply by engaging them. Learn that it doesn’t take money to gain followers. Not if you don’t want to spend it. Implement a few of bootstrapped techniques instead. Plus, gain all the insights you need to keep producing more and more value, And all the followers you’ll need to have a CRAZY successful launch. It’s proven.  It works, And Corey is here to educate us on how to do it (plus many tricks of the trade he’s recently learned along the way).   In this episode, you’ll discover: how Corey was the first to implement many of the today’s most successful Fiverr sellers’ best techniques reasons why Corey joined the Shopify team to head the content marketing department.. when he already was a successful solopreneur how Corey built his vital list of followers before the launch of his book (learn why doing this is an essential component to your info product initial success) a bulletproof Twitter technique that’ll find and then grow your audience (learn how he engages random Twitter users) how to create and where to place a “coming soon” landing page that draws out people interested in what you have to offer in the near future the reverse sales page technique that not only outlines your product before you create it, but also generates your unique value proposition Corey’s results from implementing Jeff Walker and Derek Halpern methods on his prospect list (learn what he crafted out of following them and how it worked!) Mentioned: Enbolden.co makefiverrmoney.com shopify.com/blog Fiverr The Laptop Millionaire Search.Twitter.com (look for people talking about your stuff) Intro and outro backing music: Forever More by CREO   Raw transcript: Download PDF transcript here. John McIntyre: It’s John McIntyre here; I am the auto responder guy. I am here with Corey Ferreira. Now, we heard you say anything about accurate we got there for our that they are on our got the rarer than initially you know it’s very similar things on this anyway actually recently that you met like five minutes ago this is where attending a little while back just saying that these just started recently working at Shopify during the content marketing has been amazing stuff with infra Part since the most interesting part of the sonic a little bit emotional majority forecast of you know is this idea he was a freelance I think written and interpreted really took off I think that’s a really cool I don’t neglect or an effort a lot of friends want to do the job the studied for letting the copywriting something else and just like another job in the end of the day concert you know he said one must attend both and they want to go out how to make some sweet product money so they could be an interesting episode. Corey, how are you doing man? Corey: Good man, how are you? John McIntyre: Fantastic! Thanks for coming on the show. Corey: Thank you so much. John McIntyre: So, before we get into just kind of go for freelancing info publisher; tell the listener a little bit more about who you are you know what you do bit about your story. Corey: Sure, I mean, you have already mentioned that I am a content marketer of shopify, but that only happened recently. Just before that I was fully self-employed for many years. I was a freelance web designer essentially. By the way I was consulting to may be more off the ground helping them with you know SEO and social media … so it’s like the package service and I did that for quite a while and I remember about three years ago or so there was a … allow that point and I was like $5 business marketplace you can buy services. I went there fire as a way to extend my freelancing business so that find new client essentially and so what I did was you know I start off fire as really basic services like transferring your website from your old host to your new host and I was on fire for about a year until eventually about a year and a half after all the top-rated seller on fire. So, I started making the outrageous money on fire and I know it sounds like much but let me consider big extra and multiple that stuff like that. You can make a lot of money on fire actually so that was actually. John McIntyre: How much? Corey: At one point I reached 4,000 bucks in a month and so that was on top of my freelancing business. Now if I service high to you there are people making like twice that much as much that I offer with the crazy opportunities out there and if that sounds low it actually pretty decent for Fiverr I think for a top-rated seller and at this point to you know I thought the new market looked at like the Click Bank Marketplace. I looked around internet and there wasn’t a lot of information at the time talking about Fiverr, like how to make money on Fiverr essentially or how to what kind of gig this time and how to sell them and how to optimize your profile you know keep you a lot of trial and error, lot of experimentation looking at what other people are doing about bugs doing and apply it to my own private platform and my Fiverr gigs, but I started writing about it, because at this time I was reading a book called the laptop millionaire and by … one of the message he mentioned his creative information already in eBook. So, I thought I’d try it you know a long time ago I would … on eBay and selling information products, but I never really focusing on it and just trying to sell it. So, I wrote this book called Fiverr success and I wrote all my experience than I thought I would say credit for a lot of people teaching it because most people now they teach on Fiverr is in my opinion the things are like kind of account with first doing or talking about and we can go for the process of how I launch this book. I mean I launched the book and it did really well and it just been slow bowling since, so because I don’t know where I Click bank right to the ground hearing on stuff so more it sell the market will find it to promote it and its been doing really well then send it to expand other books. It’s expanded into a course. It’s kind of my personal brand and Fiverr diary which are really only want to be. I mean much for passion and about online business, but certainly something has really helped and actually helped me to drive here. John McIntyre: Okay and just maybe quickly I am curious about then, what inspired you to go to you know Shopify? You know you’ve got this. You are a freelancer. You know you are doing your privacy don’t really have to have a talk with him when you’re living why did you had that job? Corey: That’s funny because I didn’t actually find them they found me, because my blog so what ended up happening was after fiverr success I started an online business blog and on this blog I talked about you know like online marketing and stuff like that and I don’t consider as a guru or anything like that. It’s actually just my humble advice from my own experience and funny enough shopify noticed me, they saw this blog right, which has an audience, thanks to the Fiverr book and they offered me a position as a content marketing. I say no immediately, but I saw as an opportunity to elevate myself to really put me a whole other level, because I really feel it water you know and those who don’t know that other level in terms of elevating my personal brand, extending my reach, getting … to find me so I help in the future is still young and I mean shopify is to work with. I mean they really … treat their employees everything. So, it was just a little no brain or after I really thought about it and they still give me to complete freedom to do my own thing which is beautiful, which most employers don’t do. I mean it is still an adjustment for me; I am not going to lie. I mean I am not used to work at night at Fiverr, looking for someone but I’d still manage and it’s just been an excellent experience. I really learnt so much more I say. It was definitely worthy. John McIntyre: Awesome man, Okay, that interesting. So, the reason… I mean so many are going in the direction from job to travel and it’s actually funny lately I’ve met a few people going the other way around. They’re trying to go to travelling, but more like a lot of freedom to get out of job. Even if they you know at very flexible job like on the Shopify more they are interested to find out why people, you must go in these different directions. You don’t think so I got a quick job and then there are people who are actually going to get job. Why not they more interested to get a job? Corey: They are … talented. John McIntyre: Yeah and that’s totally cool. Corey: Yeah, I mean, like I live that lifestyle or you know I live to work from home and do whatever I wanted, but I realize I am still young and I don’t know everything. I think it’s so much opportunity for me to grow as a online business person and as a person in general. I mean this is so much more I could do in terms of developing my brand that I feel like something a little help me do that just didn’t help grow a company. It’s very flattering they reached out to me. It was very hard for me to say no, you know, I mean if it is truly for the money I’ll be said just said no, but it wasn’t. I want to do more with my skill set and my… And not so learn more and become much more of all. I have worked on myself abundance stuff like that and I feel like I told you that hear. John McIntyre: Yeah, I freely on that man. I actually just came back from the recording about six weeks ago now and the people that were there are … other people who’d been doing all sorts of stuff that a lot lately made stuff and it really inspired me to the point like I actually setting on to look back, but going to San Francisco to explore. I get involved in something a lot bigger than just a building a little bit online marketing or travelling around and that’s fun. I loved it. I started, I have, but sometimes there is like … and you feel like a little piece inside of you. You don’t want to go into something bigger and the funny thing about this actually is about two weeks ago I spoke to someone who’s name is Gary. He is on his way out of Silicon Valley and out of San Francisco and he’s been building and doing accelerator and you want to get out for a while, bit of a lifestyle needs to do some traveling to freedom and then go back to Silicon Valley later. So, everyone is just going to all these different directions. Corey: Yeah, yeah it’s actually because like what you sold on the internet is like oh you know palm tree is e working on a beach and that kind of stuff. You think about it you really want to do a lot with the skills you have and the knowledge you have. You want to do more than just that. So, that’s kind of where I was at that point when I thought I found. John McIntyre: Nice, well let’s talk about go back to more you know go away back in your story to when you’re more of a freelancer and then how that transition worked for you? Corey: Yeah sure, so you know I was freelancing for quite a while and of course I have always heard about things like passive income and you know creating information products and something I kind of dabbled with like I mentioned earlier on eBay. I kind of created some eBooks and sold on eBay, but I didn’t do very well you know. That’s when I was very, very young and I didn’t know what I was doing. But then a few years ago I decided you know what I want to create information product and you know timing was perfect, because I have seen some success on Fiverr so I thought you know there’s nothing here I can teach. So, I started writing about it you know and … this information product looking at the competitors as well, what they’re teaching and I can say honestly it wasn’t very good you know there was not any valuables, like very useful actionable information out there, so I put together this books and as I wrote it actually, I started building my audience. So, when … people doing this multiple make is they create at first and then they try and find the audience right and that’s very deflating because you’re not going to sell the book, like … probably give up on it. So, what I do is that I actually built my audience while I was writing this book helped, not only validate the idea, but how also had a audience belongs to once I finish writing the book. So what I actually did was I created a Twitter account just for the book and I want to search dot twitter.com and I look people talking about Fiverr and I would engage with them. Now, I pitch them all and say hey I’m writing a book about Fiverr. I would engage them and help them so questionable Fiverr you know you talk about Fiverr in general I would inject myself in the conversation and make myself and make my presence aware so what they were doing it in my bio and I would have a landing page saying you know I’m writing a book about Fiverr is coming soon, join the list if you’re here in line when it launches essentially and if I had to coming soon catch up while I build this audience as I was writing the book and it also gave me feedback as well what I should be writing about based on the interaction with people on Twitter. John McIntyre: That’s pretty cool a really cool story because it shows that you don’t have to spend money to build an audience. Corey: Right! John McIntyre: And this is right Corey I get on twitter to go and engage with I’m just proud I would be really deputy you can get it done story and was like well did you know do you really know about that very well. Corey: Yeah but I’m not going to lie along a lot of time and it put a lot of effort that would spending 12 hours a day doing that on Twitter. Like you said Gary is one of my ideal actually that’s where I got the idea from as I was writing a book and actually paid off tremendously now when I did like the book, I only made $400 the first day, at the same time I made $400 on first day more than people who make may be zero dollars when they launched. I don’t remember the title it’s not to be on it because I forgot like lifted so huge now compared to what I want at that time but it definitely helped with the momentum in terms of selling the e-books and eventually run out now. John McIntyre: And so, tell me about how you’re engaging? So, you get a text that’s a 50 for example irrelevant to elect a struggling with something. What sort of stuff would you say? Corey: Like if you were to do that now its pinnacle stepping up their Fiverr stuff at the time there a lot of people think you know I don’t know it could get the seller check out my gig and I would look at their gate right now if you like what you see an improved or I don’t feel like you don’t like we did that and I’m at the time they’d be a call thanks for checking my profile and seeing what I was doing. Sometimes people just asking question out into the bit about fiverr and I would respond to in order to work under the carport over a question of why did my gig selling or respond to them like your day off help you included at least I want the kitchen you know and i was standing there which I hate to do. So, I actually tried to give them some values and they check out what I was doing and multiplexer 13 landing page and they would opt in to get notified in writing the book. John McIntyre: Okay so you were building an email list in the start? Corey: Correct! John McIntyre: And so what happened was that you don’t have to do a lot but they don’t fall down about five with a click on the link to get outside and look I’m actually not ready yet if you click this button you can find out what’s coming out. Corey: Yeah, exactly there let you know when leaving plenty of the way I described as white people is that a further progress until I rate the detail page first before I even wrote the book and i actually gave me a night outline of what the book was going to be about an immediate a lot easier for me to put the progress of perspective to know what all are going to be solving you need additional going to be my type operation so that would have invited you that I don’t even know the bullet into trouble at all because I had the momentum going into it to view more from there. John McIntyre: It’s cool and okay so what came at the time to launch the book? You had the book, you had the sales, and you have an email list. How many people were there n the email list? Corey: I don’t remember to be honest. It was that the couple hundred people at least I’m not sure I want to convert I mean I know are under 18 border but that day when I sent that email oh but i dont have lunch you know I didn’t look at the email I was getting from people like their help turn and just Walker declined even though I kept from them when they were launching products and I kind of credit n play around what they were doing and I remember you know I and it kind of exciting I tried making it even up to that point I would say it all on launching the books on April 2nd will be ready for it to have all the stuff right and I would generate a lot of buzz around it so that when I finally sent out email on April 2nd, I told you know if you guys are the first one to buy you are going to get a good price before I raise it but looked a little bit of a scarcity thing as well really help me to be able to email. John McIntyre: Yeah nice okay and so what does that feel going? Corey: Yeah for sure it is still selling really well. Since it … two more eBooks and also a course that I created a video course around the book is low and one of the biggest thing I did since actually another nugget audience you could fill that I i don’t double doing I think it’s just so genius is actually I’m sure you’ve heard of you didn’t t right now yes so what I did was that you create a free course but didn’t put up on you do to me and has like 4000 students now and I had actually helped build my little slow so I did three quarter pounder great basic stopped short of mine I knew I was talking about your product of a lot of value and at the end of each recorded hey you know I’ll have misled state during the pre-trial i buy books like high but you cannot going into well along with that and I do on my blog on a website as well at the end anything that really helped as well by the upper lot built up a bit like a month later I did speak to me and it helped me tremendously well I know a lot about the beginning came from that free course. John McIntyre: Interesting that’s really cool man how does not come together and then out though it still running. You’re doing a shopify thing are you still freelancing? Corey: No, now that the beauty it. I don’t have to worry about what you don’t think I wanted to do that my life that plane I’ve always wanted to be more of you know someone who has the blog concocted a company like and now that you know the blog my personal blog the money but Fiverr book in the parking lot of money supply thing going on and don’t have the freelancing anymore. I’m really thankful actually. John McIntyre: Nice and then you are doing shopify fulltime thing right? Corey: Yeah! John McIntyre: And you work from home or you work from Shopify? Corey: I work from Shopify. Fortunately I live very close to their office. It’s just been a really awesome thing. John McIntyre: Nice man! So now what next? Corey: Yeah sure, I am building my personal brand so I have a blog called … and this is basically like my online business blog where I share stuff like how to create eBook, how I marketed it? All that stuff, so I share basically all on this blog and I relay want to build that up and you know build an audience and do more from there you know like I would love to do public speaking and stuff like that and just want to get more evolve in online marketing and online business. John McIntyre: Very cool man. Alright we are right on time here, so before we go if people want to check any of this out, where the best place for them to do that? Corey: Yeah, I love to go to Enbolden.co. That’s my personal blog; just check it out and also to the Shopify blog about ecommerce at shopify.com/blog and check out more great content out there as well. John McIntyre: Awesome! Okay, cool. Thanks for coming on the show man. Corey: Thank you very much John. The post Episode #125 – Corey Ferreira on How To Go From Freelancer To Successful Info Marketer appeared first on Drop Dead Copy.

Did you know right now you are giving away money for free each year in your ecommerce business? This sizeable chunk of revenue left out on the table is not something you can get back either. While there’s not much you can do to retain that lost cash, There’s TONS you can do, starting today, to make sure YOU end up with all future potential revenue to be had. In this episode, I talk about my ecommerce email marketing agency, ..and then jump into full-on implementable action steps for you or your email marketing team member to use. This episode alone has enough information to get your ecommerce marketing campaigns chiseled. So do take notes. If you can’t take notes now, then bookmark and come back later because the message delivered today equals MONEY FOR YOUR ECOMMERCE BUSINESS. From cart abandonment sequences and techniques to avoid creating coupon-crazy customers, To browse abandoment trigger sequences where you have the opportunity to overcome all objections and get complex sales, and much, MUCH more. This episode is JAM PACKED with noteworthy ecommerce email marketing insights. Enjoy.   In this episode, you’ll discover: various ways to add value to your commerce customers without having to offer them discounts and cheapen your brand exactly what a good ecommerce offer entails, and how to craft killer ones that attract many email optins why a USP is absolutely vital for giving your customers a reason to choose you over your competitors (and how to find yours) how to casually weave in offers within your email sequences (add value and find the best opportunities to pitch) basic email mannerisms-tips to keep your campaigns running great over time advanced and basic ways to set up reengagement sequences, post purchase sequences, lead capture sequences, and more the secret leveraging email trick that will turn your highly-opened shipping confirmation email into a very profitable one Mentioned: Drip Klaviyo reENGAGER.com – book a phone call with me. We’ll chat for 30 minutes about how to implement some of these strategies, how to personalise them, and then I’ll answer any questions you may have. Intro and outro backing music: Forever More by CREO   Raw transcript: Download PDF transcript here. John McIntyre: Alright it’s John McIntyre here, the auto responder guy and I’m here today with myself and me myself and I. Yes, today I’m going to a podcast just with me and yup that does can be a little bit different. I haven’t done this before in the past and today, reason I am doing this really is because I am launching an agency. I am doing something different. So, I am going to take the Mcmethod and it may or may not exist in its current form within a few months and I’m going to roll it into an e-commerce email marketing agency. Now, there is number of reasons for this which I have explained to the people on my email list. So, if you want to learn more about some of the other reason why behind this … the decision and all the … related to this decision. Jump on to the email list that mcmethod.com and hear more about it in the coming months, but as part of that is part of preparing data, I put together. I wanted to put together a podcast specifically on email marketing. Specifically on the subject matter that this is the way you can help. So, here’s the thing, if you have an e-commerce store and you’re doing anywhere from probably six figures $100,000 in sales a year or more this episode going to be incredibly valuable to you. The reason why for that is because email marketing in many cases for e-commerce store will increase revenue by at least 10% and sometimes as much as 30 or 40 percent, ok. Now, the great thing about this is it’s so predictable, because you could have to store doing $100,000 a year you’re going to implement the strategies that you learn today and you could add an extra $10,000 dollars to your bottom line or even up to thirty or forty thousand dollars to bottom line. Now, with the … really exciting is basically the exponential of effect, which is to say if you have a million dollar store and set up a $10,000 increase, you’re now looking at a $100,000 to $400,000. If you have a let me mention say a some has spoke to me on the phone recently. They’re doing twenty million dollars a year in sales and of course he wants to grow further, but their marketing, their email marketing accounts for fairly having a 30 to 40 percent memory of their revenue. They’re doing $20 million dollars a year and eight million dollars that is just from email. So, they are doing extremely well enough and the reason why is because they’re very aggressive, but not just with their email but with their marketing. That’s the guidelines that company is a shop, shop guy and I learned a lot from him when we spoke. So, the reason why I mentioned him is that the busiest store the most valuable this is going to be. The most sales that you, the more valuable this is going to be. Now, if you’re only just getting started or you only have a store doing a couple of hundred thousand dollars each year, it’s going to be valuable not just in a fact that you know that if you’re doing a $100,000 dollars now you might make 10 ok. It’s going to be valuable in a fact that not only you’re going to make 10, you know, the first one this is all set up. You’re going to make 10 for every single month on and on and on and on forever, as long as you have it for as long as you run these campaigns. So, if you don’t set this up now, you looking a little thing I dislike. You’re losing $10,000 a month if you don’t implement the strategy you have to lunch today ok. Now the reason why I mentioned all that is because what I want to do is t get excited. I want you to focus on the source and this is really this episode is specifically for ecommerce store owners that someone with a shopify store or magenta or spree or I mean any of the other ecommerce platform at a big commerce. However, if you are selling e-books or professional services or anything else that you can sell online. I think that you still get quite a lot of ideas from this episode, okay. So, it’s all about taking ideas from one industry and applying them to others. So, even though this is going to be specifically for ecommerce but it’s going to be application that I mention like … for other types of businesses ok. Now, all this combination is really about everything the sort of here today is based on what I’ve learned recently that I am putting to an e-commerce … signed on a few clients or working with them right now to you know implement the strategies and increase their revenue like this. So, that’s the other side of this. If you’re interested in these strategies here today, but you don’t have the time, you don’t have the energy or maybe just don’t have the expertise, because a lot of people tell me that they do this or they know all about it. They just know that if they hire someone who does this for a living or this is their bread and butter. They’re going to get much better results and honestly that’s the truth, okay. You … hire a general … hire a random copywriter from some Facebook marketing group but they’re not going to be as good as an agency specifically focuses on this ok. So, other agency had a little do this, I’m not the only one, of course not the only one. However, if you do enjoy like the strategies here in and you want someone to help you implement them, send me email John@mcmethod.com and we’ll have a chat or you can actually just go straight to re-engager.com, you going to run RE-ENGAGER DOT COM and you can book a call with me there, a free 30 minute call. Now and the free call there’s really only for companies that are doing at least a million dollars in revenue. That’s just because my kind of value and I really want to spend time talking to … who. This is going to make great impact. For now if you less than that and you want to learn more jump on the email list, because when the agency properly launches in a few weeks time or months time you’ll be … all about it. You’ll be able to build a list and so learn more about the strategies, okay. This is actually a new podcast, new everything on this topic. So, … me for people doing ecommerce. Alright, so let’s get into the content today and let’s take a look at what can be done. So, first let’s start with the problem. Now there’s a few problems with the e-commerce and as always this is gonna reply to other view, but specifically I am talking about e-commerce. 7 out of 10 shoppers abandon their shopping carts, okay. Now, if you’re familiar with the e-commerce you know you’re familiar with the stats you might notice already, but just think about how beat this actually, because we’re doing a million dollars in sales a year. That’s only 30 percent of the total people that visit your shopping cart, okay. So, you actually going, let’s say if you’re going a million dollars in sales you actually got 3 million dollars worth of potential sales that are going to add to shopping cart every day. You’re missing two million dollars in that ok. Now, I see this is where you implemented … talk about different ideas there in a second. So, I want to get you think about the money that you could be making. Not just about the money you could be making, the money that you’re losing as a result of not doing the strategies. As a result of putting them up, as a result of listening to podcast like this and just now getting around to it you know. So, I really want you to focus on that, because more you can feel that, its bit of pain. It’s a bit going to be incompatible, more you feel that the more you going to start to take action on this. Whether you’re hiring someone on your team, hiring agency, getting a … doing itself, it’s going to become a priority and that’s going to be a great thing. Okay, here is another interesting fact. 3 out of 10 visitors don’t buy anything on their first visit. Now, the reason why many traders and customers don’t buy here in the first visit, the thing is here, if you’re not following up with people. If you don’t even have an email list, you’re leaving a huge amount of money on table. These people going to visit your site and they make a leave never to return. Now, the more than you can get on to your email is better, because obviously then you can follow over time and send them also to campaign and office that you are going to bring them back, because most people, the simple fact is that most people aren’t going to buy first. The majority of one actually buys. You never going to get you know like I 70% percent of conversion rate, but most people just don’t. Most of them aren’t going to buy in their first visit. So, if you’re not finding way to keep in contact with them over time, you’ll be leaving a probably the majority of your revenue under table. So, this is why people set up newsletters, okay. They set up options without for here’s 10 percent off, here’s this, here’s that. Now, the trick to making this work best is obviously made a good offer and we’ll talk about that in a moment that how to do that? What are the best offers and actually have come up with good offers. Here’s another thing, the average value of a lost customer is $243 dollars and that’s global, that’s a … of all companies. So, it’s not particularly helpful in the sense that everyone … very long spectrum there okay, but just the average thing is this going to be … $243. Now, an interesting thing would be for you to think about right now, what’s the customer life, what’s the lifetime value of a customer? Because every customer that you don’t convert, because your email marketing is terribly or you just don’t it you know doing it properly. You’re losing $100, $500, $1,000. And this is money that you could be obviously cash flow of the company, high … to grow further. Do all the things you got into this business for you know the whole reason you’re going into this the first place. So anyway, let’s get out of it. I have enough talk about the why and I talk about the reason why this is important enough, talk about the pain. What I want to do is go through the checklist that I have developed and this is part of the checklist that I’m using with the clients and other clients working in future. So, break down the process and give you basically the blog by blog account. think like step-bystep blueprint for doing your ecommerce email marketing and this I’m going to try explaining in a way that can be very simple, very easy to understand so that you know you can give it to someone onto your team to execute on or you can do itself or you can hire a copywriter and they should be able to do it ok. So, let’s call this the 7 step checklist to automated e-commerce email marketing success.7 steps, now this isn’t everything. This isn’t every little thing that you could do, but it’s going to get you a long way, probably going to get you pass the 10%, 12%, 15% revenue boost with this, okay. Now, you really go … it is you might like I said you had to go all the way up to 30 or 40 percent like my friend with the $20 million dollar company, okay. So, here we go. 7 step checklist: Number one is surprise, surprise. It is a cut abandoned statement. Now, before you laugh the thing you need to understand is that most people aren’t doing this properly. They have done a very poor job, either just doing one email or they’re using the standard template that they’re you know shopify where the plug-in they using doesn’t follow. The trick here is to be more aggressive and to be … done just using standard template with no images, no desire, anything like that. You could get much better results if you put some time and to thought into this, okay. So, basic version we just going to get you result, but not the best result. It is going to be hey we noticed you didn’t check out or we noticed you added so and so … but you can check out, here’s a discount coupon for you in case you know to get you over that cliff okay. Now, that’s a very easy way to do that … like some discount, but a friend of mine in another podcast Brendan Kelly said on the mcmethod podcast get … discount easily is …like someone watching the store, then leave, then you chase them down the street or giving 10% off and they come back. I’ll give you 15%. i’ll give you 20% … come back, okay. Just makes you look like a bit of a tool, okay. Devalue products and really create for companies that are a lot, but create behavior in a customer … customers are just waiting for discounts. Customers will figure out that we have to do is add something you leave and look at that I will send you a 10% 15% 20% discount ok. So, the solution is doing do the discount first. What I would do or i am doing is there is going to be 3 to 4 emails depending on the situation. What you really want to do is want to understand why people aren’t buying? So, going to be optimization, not 7 if we get it, you can do that, but there is also be … now works. 3 to 4 emails. Email one is always you know why you didn’t complete the check out, here a link to get back, that’s it okay. It’s just a reminder, is no offer, no discount. It’s just going to look like a normal email I do you could have header in the standard ecommerce best practices that a header in their menu and you know pitch you that product ok. They’re going to click to complete their checkout. No offer, no discount ok. We don’t want to be like guys right down the street saying hey 10% 15% ok. So, email 2: Social Proof okay. Now form of runners in the social thing if you three maybe four it’s really an addendum why they buy ok so what’s going to happen when you ask her why they didn’t put the check I replied let us know your plan let me know if you want to weather you can get people who tell you why they did by 73 percent of the only reason people then you got a different audience there is no reason why someone choose you over any competitor monitor price what the problem is probably in the other things like it’s whatever their defense products and not letting you know find some of the stuff that was going to be things that you are so the stuff they tell you okay so you know 23 and forcibly based on that information email to see if you like an idea would be careful so decisive person any testimony from a customer and ejection Hannah really looking forward to one two or three main objection the three main reason people are buying less interested in this email and I’ll check out always enough 3903 can either be another email address another objection or you could tell us the story was heard your flight on time for that to happen the first and second you know obviously nothing stopping you know the address the three-minute jets and you’ve done your mind and it’s still not by might just be the price and at that point they accept the offer to discuss what happens when people buy on that they’re not going to buy straightaway ok. So what made you by federal law that went to the discount up to do this when most ok to move along hiring the phone number to lead Texas sequin speed this up and get through it all or does that make us do part of the lead Texas secret basic version of the sally kitten football what is a leak at a sequence in order to see you might want Colin is when someone visits your website and they sign up to your list before anything they going to go into what we call a believe taxes sequence which is yet to be a welcome sight of a welcome series and then going to go into the office no compelling office in throughout now a basic version of this is 45 you know what is welcome news for intensive whether they might have been a discount or better yet you’ll be better off being a mock we don’t have to offer discount applies guide some sort of educational material may be a bundle of some kind something that’s going to get there that’s ok in some cases no discount going to be the best thing going to depend on the market that you know why people by what they feature Party 93 a.m. social proof testimonial for my top 5 some sort of interested or minus your whining about insanity case however basic. However if there which is really the part of our data much better result is you know what strategy and to this day no one welcome email given incentives now in a welcoming you want to ask him to reply because if you can get someone to reply to another one of the best indicated you can have to send to Gmail and Yahoo that people want your email if you want to receive your nothing that’s going to mean that they are more likely to skip but you said you strengthen bob is part of the promotion to sergeant ok when you get those reports and that’s that reason I’m out there was another relative hey did you get my email sent you an Email minute ago did you get an email we really want people to reply OK and you will get replies you be fascinated your of content or so Super brand doing what I mean by that is that this sequence is not about blocking them with all sorts of office products by that body by that you want to think about it like a relationship that you’re going to build over time that you can help them with that you’re going to just a company France tell them stuff you are someone complained about you got your customers back ok you don’t trust no one by that right. But that’s ok so the way to do this is once again it’s going to depend on the part that you sound like you an example from another guest on the podcast awhile ago the way he doesn’t know what he’s suggesting it is growing content where you like did you have a lot of makeup to women got a pretty go maybe someone on the team to make videos when she talks about life she spoke about you know on the products of progress in life using an outbreak of being at the beach because it protects against tunnel to keep saying that something like that about you selling more than I was you might explain to them how to choose a good mama you know how do you differentiate got an idea about this how do you differentiate between different engine have you are like the one you know the electric settled on the poor happy wheels. There’s about what brand it better than others ok to use different education is the key here is fine upon you want to find ways to add value to them other than just throwing out this gap and making office ok so take some places like all the other way to decide to send that day almost like a scratchy you could have different last names that you could have a program a great point plan your website that’s another idea because it is always different just wait was that he was entertainment value or alright you know stories and things like that now an interesting thing you I have recently from someone else does have a few new studies confirming this but it’s interesting what keeping in mind is that the male demographic is much more likely to respond to stories and what do you like doing things like that whereas women or female demographic whatever you want to call it is much more likely to respond to deal with gaps in a special office that to the things that something to keep in mind while you put in it together to selling to know what I do is in those emails we weave in office throughout that so you can talk about a long ordeal like the self or a topic cream that you sell or whatever it is. It yourself at the bottom you just casually saying I do you want to learn more about this exciting grab one of these click here and go buy right now ok but once again you’re adding value and then using that as an opportunity to pitch now plus wrong just loyalty line that is this is tough to do this not think this really apply to any online business it’s not just what you want to do biology around email you could do to that email you could email things you want to wire in an automatic promotion or an evergreen follows another thing to call this is where you can incorporate basically a sale or promotion a series of promotional emails into that automated workflow automated campaign series and what’s going to happen is going to some of that this is trusting relationship building material and then again to get and they going to see all the parts of the process and then out of the blue they going to get this. This campaign discount ok and that’s going to mean that you’re always basically you’re perpetually running a promotion to people who join us we’re just going to be great especially if you’re leaving your quiet goes up now when it comes to join the broadcast the newsletters you going to be able to fill those people out there that you know they’re not going to want to know what the white French quite unfortunate number three post purchase basically buy something you want said in the campaign now basic version and this one is a welcome email URL both explain a bit more about the process when they going to get the product and an email to read the review the basic the advanced version of this work it’s exciting as you like with two separate campaigns 13 first-time customers who bought the first time and one per booked for ok you know one is what is your welcoming them on board was saying I get thanks to purchase really love it was in the instructions how to use it instead of just going in on the details tomorrow morning you want to resell the party possible or if you got to have it that customized pitching. You want to resell them on the company so they don’t get buyer’s remorse for those with testimonials are stories about people who successfully use this you know three this is go out probably around that when they should have received their products USA did you receive the product is one of the checking in how is it like it you know for a review and email 5461 to stop playing cross self catering is that just a long campaign when you going to be selling you could say selling pianos piano every 20 years unless you see other accessories which you should be unless you something out of accessory there’s nothing to do with falling out with you selling cream maybe you find the most will run out at the for 30 days when adding custom campaign people by like rain so they have to reorder you know when to come to realize you automatically email them with some sort of offer or discount or promotion something like that ok. Before number four in order and shipping confirmation now you know I think that this season off to the highest rates of any email that you said so what that means you get lots of eyeballs on easy no more reliable than any other e-mail that you going to be sending out the basic version of this is just adding one to three parts in your order and shipping confirmation the advanced version and it’s really cool if you could make customized recommendations of the shipping order confirmation so this is just come back we’ll get these emails that went on order something and they take their going to get an email that says he’s your receipt hear the details you shipping information in those emails you can make an offer you can put a picture of you know related products made it three products in there by now I see levy’s recommended that sort of like Amazon we say people who bought this also bought people who liked this also liked now, this is in a very bad form of software that you may be able to only may only be able to do a general sort of prop one of your products and your entire store however you may also be able to customize you might see a movie or five main categories like if I bought category in Queens but you just tell me to talk about I think recommend ok now the ultimate thing it really does have customized recommendations like that people who bought this also bought that didn’t quite have entertained expensive and you really need to be a very specific software with that I’m pretty sure the closet ok I dot co we’ll be able to do that but I’m not a hundred percent to the better they can definitely do more than most whether you’re headed by the way we got an email software if your Mail Chimp and your anything new just getting started great drama Elton and you’ve been around for awhile you need to do something a lot more powerful whether that means using something like trip which isn’t specifically for you however does have a lot of marketing automation features. It’s going to let it just really cool stuff or I would go on to other clubs which is what I just mentioned already marketing to a great piece of software that the trekking through the course that they can do all the stuff in a meeting with the loss of those your body and you see the revenue per email that the gone out to give your really quick way to figure out is is this one is self you know very quickly you know what your return on investment Canada which is a really fantastic position let’s continue number five brown abandonment rate I what this means that someone said of kind of an employee at the cut at least rather than the figure is when someone does business a certain page and then leaves without by what they can do their local don’t know that this is why I really like if you’re familiar with my marketing automation in the finals before you can understand how this works, what this is what we thought was how about their age and doesn’t matter that our that pays you read all about you know that this didn’t actually make any orders we just wanted to check in with you see you know. If there’s anything wrong with anything we could help with this is an example of a campaign that you can trigger based on what pages on business now the event those in this is really number six cost them a game that is an income of one you may like that like that example I just mention you start treating play campaign and i series of the amount to go out with someone visit the place now where this is useful if you have a complex Para the required thing that does more objective than usual or just requires a bit more explaining how it works ha-ha process and paid by you can put them on a campaign when you run through some more event information about the product and really push hard for the sale ok so I would do this would without doubt by finding my top product traffic the park to get the most traffic by the product page and create a campaign that just was a little bit of does a little bit more than what the shopping page on the website into Sunday’s Apple would be email 11 into the paw you know did you get our email please reply you know three overcome rejecting the top 10 to deal with whatever the doctor investigated a which is ideally based on a survey that you’ve done with these people deal with those three men want you know objections. You know forcing me social person and or perhaps a story about a study some of those used it before want to get there was one of seconds and you know why you can just lost its discount 3 doing is selling at the heart of being a bit more aggressive and controlling in a discounted yet because of a book by that point it might be a prices ok last but not least trauma that has lost at least new theory engagement sequence that is basically this is basically with someone you know signed up but haven’t clicked or responded to an email in 30 days sixty days into this is ninety days you can’t rewrite campaign like this so that the simple way to do just that one another’s hey with miss you visit this once again I just tend to discount having ok this is you know one where mister notice we going to give you a deep get to reactivate to really push hard to make them in a record by something ok we’re going to send an email that says look if you don’t respond to us when you know that the Tribune a few days and he offered you actually described his you lie you know you to click a link to receive scrap the weekend if you don’t want to get completely ready to actually delivering you can put them on sort of their own list when they get another sequence where it might be fun than 200 tons of office is at this point those people are responding so it doesn’t matter what happened to going down that road operating campaign that of the latter another topic another protester has so yeah there are seventy dead in a mocking success now the goal here is what’s really been discussed here is this is an automated news almost made for all these campaigns you can set up and you going to see substantial growth in your revenue you still as revenue and the best part is you can spend a month during the summer you can do all this week. If you do this in a way but it’s going to keep on paying for him they say the gift that keeps on playing for as long as you keep these campaigns in order in running as long as you have to store really exciting it’s really powerful but only if you actually input ok and that’s why I started this whole rest of the pain here the money that you lose a fast one of my conversations with people that thing that gets them excited about this stuff is the thought that they might be just leaving $100,000 table every $100,000 of money that goes to get to the bottom line and they don’t have to spend more appetizing to acquire any money on advertising to acquire that’s pretty cool what you can do and want to get into the exponential effective because the company is for the beginner death the more money you going to make so you might be joining a six-figure still on a $200,000 bail hearing from you sell this up you could very well go to $110,000 but then the next month or the next year you’re going to then go to assuming you had 20 growth which things are healthier and growing but it is only 10% of ten thousand and ten percent 10% of that term in a 10% of that going to get bigger and bigger and bigger. So the system’s going to grow with you yet that’s the seven-step system that are put together a very similar to the system when using with client right now is if you’re if you’ve been thinking of getting into any comment campaign very common store this is a great place to begin even if you’ve already got to an abandoned campaign is a good chance that you don’t have you know you know some of these are probably most of these live sitting here is speaking to a lot of different companies recently some of them are a lot of them haven’t got any of this stuff set up a company like big companies that don’t do this ok order strategies to block the hell out of the list and what they’re really doing is killing their operates and their engagement of the time in and really just you know basically hurting or eating into their long-term revenue potential just like any other is not enough and you actually get a home you that is that what I want to do as well as just to finish this up with a couple different performance test all just sort of quick tips on how to do another one now been through some of the strategies in the campaign but you might be worried about just the email marketing basics and this is really going to apply to anyone. So this one you through some of this and then we’ll get going we’re going to block the number one you want you to trust what descended to don’t use your idea not using your company name in it from there you’re going to say ideas for a company like this you’re nothing like John comma company so they know who the company is but they also know that there’s a person by these are just some big corporate company or hiding behind the brand and this is someone supposed to get a pretty well here we are serious is one thing to keep in mind is your meeting for what is the pre had a text this is where if you look at an email in Gmail or Yahoo you don’t give you a text from the email you make sure that that test actually said something meaningful because in a lot of cases when you have a HTML email by clicking on subscribe or you know if you’re in a country that email click here is something that doesn’t matter at all you want to make sure that that line there give people a reason more than you know we’ve got tons of fun but also got that line after that which is the second innings he called the pre Edit Text subject on the important going through right now he’s a really important this number three included single obvious local action don’t try and have 10 different office innuendoes you going to get much better results when you focus on 11 main button one main thing that you’re actually question as I said earlier this number for the UK consumers will likely be at this however you just got to be careful ok. Got to be careful you don’t want to let you know when to train them to look for discounts ok now another thing number five is likely to send him to see if there’s any way to that of Parliament to it for you know announced that he would be like when you’re under 300 sales this can or can’t get this bonus whatever it is you want to do anything you can to create the sense obviously want to check that would take a bus from Bhopal compatibility these days is a lot of people are you reading these photos he’s really you make sure your images if you don’t if some of the images are disabled that the email still readable what’s right one of the biggest most biggest company in the world and females in Thailand image and obviously my email clot disabled images when it came it ok so I could say anything email was just a little easier because one billion. It is so whoever sent an email saying they made a big mistake without what you want to do is you want to test your email and those images are of the devil send it through to an email account has been disabled and see if it makes it is what you want to do is make sure that even if the images are disabled but they don’t appear that broke down with whatever reason that they can still understand it and they can still go forward what’s going on with a new area that’ enough for now I could go running we going to get overloaded here so I just had a baby you take notes if you haven’t called we listen to this next step far this is not mentioned stop this is really about pushed creating any comments about engaging and we launching over the coming weeks and months does not like it weird that just going to gradually transition orbit but if you’re interested in the stuff I talked about the day you want to know more about how to implement strategies for your company whether it’s your company are you working with the company. I love to chat with you and it’s not a sales call our date tomorrow the end of anything like that really understanding to talk to people you know we break out into the great products and help them if they’re in good faith obviously well we’ll make some plans to transfer that but ultimately be detected helpful so if you’d like to chat you need to go to office with my advice of my last phone call to action goes who in this case re-engage dot com ga dot com and the page there when you can book a call with me and we can have a chat thirty-minute completely for a thirty minute about how to win some of these strategies for your company’s I’ll be out of money through sort of personalized of these things and answer any questions you have about it that anything I talked about here ok and at the end we need to talk about what it would look like for us to win the whole thing for you or you know we’ll say goodbye I wish you the best of luck then we can talk a few months went to revenues been driven by 10:15 30% ok that was re-engage at dot com re ga I really look forward to talking to you. I love connecting people and I hope you had a great job of it was a great episode please let me know what you think of it in a phone call or email me John @micmethod.com. All links here will be shown on @micmethod.com. That’s where this podcast is still residing. Rock and roll, this is John McIntyre the auto responder guy. I will see you next time. The post Episode #124 – John McIntyre on The 7 Step Checklist to Automated Ecommerce Email Marketing Success appeared first on Drop Dead Copy.

Do you love to sell? Regardless of how you answer that question, The fact is that you need to love it.. ..because you will be doing a lot for the rest of your life. David Anderson is a sales pro with experience leading large corporation backed sales teams as well as consulting small entrepreneurs. Learn how he scaled one entrepreneur’s business from $2k per month to $20k per month in less than 6 months. David’s here to let you know that you don’t need to be a natural to be a sales pro. You just need to learn the lingo and gain the right selling mindset. Listen in to David as he teaches us his 3 step technique to a perfect over-the-phone pitch, No matter how experienced you are. He’ll also teach you how to build a systemized process to sell whatever it is you provide. And how to SCALE. The magic to what David teaches is that it replicates, So you can hire a sales team that’s instantly efficient, Letting you focus on what you want or need to focus on. Build a ‘what’s in it for me’ attitude that your business can ride to its ultimate success in today’s episode.   In this episode, you’ll discover: the only piece of information you need to attain first, when you get a prospect on the phone for the very first time smart ways to integrate both open and closed ended questions into your script, and when to use them. the perfect way to build up a prospect list to pitch via phone or face to face a referral mindset that makes reaching out to friends and family much better the ‘warm situation’ technique that helps you connect better with any prospect instantly how to come up with a good performance based commission plan to help you scale your sales process Mentioned: Nitro Sales Team (click link for free training video) Intro and outro backing music: Forever More by CREO   Raw transcript: Download PDF transcript here. John McIntyre: It’s John McIntyre here, the auto responder guy. I’m here with David Anderson. Now, David is from natural sales. We get in touch I think it was through a mutual friend of guest list. We are going to talk about some real estate sales and chatting almost end up doing business together in a real estate which didn’t come together, but then we chatted about our podcast, now  David the sales guy. He’s a sales gun and today we going to talk about pretty cool stuff like how he took his clients for two … a month over $20,000 a month, in just six months using some selling techniques and will finish up with something about how you can sell better in just three days even if you really had selling. I know a lot of people really headed; now get some quick facts here about David. Twelve years of sales experience that adorable says the forties up minutes; lemonade stands websites, car detailing business before middle school. He became actually the fastest sales … the team captain within six months and corporate a company that actually sold 3.5 billion dollars. So, he’s done some awesome stuff, is also being homeless two times in his life to pursue his passions versus going the standard route, so I think it’s really interesting conversation and we get into some of the sales stuff very simply first, David! How are you doing man? David Anderson: Good to be here John, I’m doing great man. John McIntyre: Good to have you on the show man. So, before we get into the specific story about these guys from 2 grand to 20 grand a month, can you give the listener bit more of a background on who you are? David Anderson: Yes definitely, so you know I’ve always been entrepreneurial since I was a little kid. I was slinging lemonade stands. I created my first website before even hit the fifth grade and I learned how to make money from it and when I was 14 years old you know I remember having this grand idea to start a car washing business with one of my buddies in my neighborhood and the reason why I was thinking of what to work is my stepdad he worked since he was in young age, thirteen years old and you know when I was a kid, I was working, you need to start working. It’s going to teach you good work ethic and just get me this whole you know lecture on why I have to start working while you know here all my friends are playing sports, they are in clubs, they’re doing all this fun stuff, they’re living their childhood, so at that time I couldn’t really get a job being so young. I’m 14 years old, so I decided to come up with a car washing business with my buddy. I tell I stepped like all excited I run over, you know I run home, I said hey I got this idea you know why don’t I just do a car washing business and you know … might my friend here in the neighborhood will just start washing cars. Well, he immediately slapped down that idea and escape me this whole spiel about a you can’t do partners, they don’t work you have to depend on yourself and I’m completely shattered and took it up a notch. He said ok we’ll after your  day in school, this is back when I’m in middle school, he said you’re not allowed back in the house until you get ten new clients for the weekend and he was serious about it. I would literally after a whole day of school have to go door-to-door and even go to the same doors if I had to and get them to sign up a car washing you know where I would drive to them, will one story short the business … last me for 5 years. By that time I was 16, I was published on all these local magazines. I was hiring my brothers, my friends, really building a business on the foundation of just going out there and getting customers. I didn’t worry about setting up a website and I didn’t worry about market. I didn’t worry about all this stuff that a lot of business owners I currently work with, get wrapped in. I just worried about going out and exchanging value, exchanging that dollar value. So, that was kind of my first experience in entrepreneurship. Fast forward a couple years, you know I went to Florida State University over in Florida and I got three degrees and I kind of lost touch with my entrepreneurial side. At the time, I remember all my friends and all my colleagues they were really trying to get an internship or trying to get the job and I actually tried to start another business and I just miserably failed. I add a serving job at the time. I graduated, I was depressed. I didn’t know what I want to do with my life, so I sold everything I owned. I traveled the United States going from Florida all the way through the USA, all the way to California, up to Denver Colorado where I had family and I just started from scratch, literally started from scratch. I dived into a corporate job within a few months. Became a sales rep, within six months got promoted to team captain, was trained other sales reps, were interviewing new sales reps. I mean this is a company that again they built their business based off their sales floor and I got to really experience that, been in that corporate job for a couple years, you know it was fulfilling. I learned a time, but the entrepreneurial was eating me. It was just eating me alive. I was like not following my passion, my desires that the things that I’ve learned as a kid you know work for yourself, so one day I remember talking to some of my clients, real estate agencies. I sold online marketing packages to real estate agents and they were talking about winning web design and they were talking about SEO and all this great internet marketing stuff that you know you understand John and I understand and at the time I was actually networking a lot. I was doing all these forums, all these online groups, these blogs, reading blogs like you know the Mic-method, reading blogs like Shone … or tropical NBA and joining these groups and seen all these guys that are traveling the world. I know you’re out in Medellin Colombia right, now for example you know you have an online business and really seen how awesome it was, so I remember I had that aha moment when I was sitting on a phone call with one of my real estate agents and he was literally like, I want SEO, I want a website and I … what you’re trying to sell me and then it just clicked on my … the last six months I’ve been networking with all these web developers and internet marketers, so I just click right there and I said ok well I’m on recorded call, I can’t talk about this, I am on job right now, but let’s connect on LinkedIn. I’ll give you a call later today and that was my first pitch outside of the company and then what I realized, hey I can just sell all these great stuff on my own. I don’t have to work for a company and that’s when I took a twelve-week unpaid leave of absence, started my own venture that was now two years ago and the more and more I dived in to the internet marketing world, the more and more I realized a lot of business owners really need help with the sales side of things. You know you can be a great internet marketer, you can be the best craft person at your craft, but if you don’t know sales you don’t know how to build a sales process, you’re not going to get new customers, you’re not going to bring in revenue and realizing that pinpoint that’s why I’m where I am today and I started naturalsalesteam.com to help business owners on the sales side of things. John McIntyre:  Okay, one thing I’m really curious about I think other people are going to be curious as well as I even go for so far as I know most people do not like sales, like whether it’s knocking on doors, doing phone calls, whatever that encode emails is hard for a lot of people, so most people have this and not just a bad feeling around like I do want to sell it for sleazy, but it is like literally makes them anxious. It’s really uncomfortable. So, it sounds like you have I don’t know because you started young or you just had a natural sort of natural and really enjoyed. What do you say to people when they that sort of person someone who clearly doesn’t like sale,  they don’t like sales. It robs … and make makes them anxious or whatever. I just hate it. What do you say to this sort of people when you try to get them to not just believe in the power sales, because this is lot I mean  believe in sales doesn’t make you feel any better about it, so how do you resolve this? David Anderson: Yes and then that’s a great question John. First thing I want to point out is you’re selling yourself every single day. If you really think about it, if you’re trying to get a job interview, if you’re trying to ask a girl out on a date, if you’re trying to get negotiate a deal, if you’re trying to do a podcast right now just getting people, selling people to get interviewed on your podcast right. You are always selling yourself, so it is something that you’re going to need. Now, people that think it’s this big anxious thing that you got a fear and feel anxiety and feel bad about, yeah I get it. There’s a difference between sales people that are the bad sales people that are just trying to get money versus a real sales person that is out there to exchange value. Now, the trick is to look at sales as a way to properly communicate your value that’s all you’re doing. Good sales is really just getting out there and being a Go Giver not the go-getter and I think if you can switch the mindset and realize how powerful it is? How much you can really benefit the world by properly communicating your value, you’re going to have a much better experience not just for yourself, but for the customers you try to reach out too. That’s the first thing I can say. The other thing is well if you know if you totally want to be broken just not make money, you know not get yourself out there, then yeah go ahead don’t bother learning sales. John McIntyre: Is definitely distinct where I mean if you just … refused to do sales then you’re not going to get very … in business. It is a skill you need, so this is interesting  aspects of where I mean if you want to sales, sometimes like when you just getting started you going to need with some of the stuff yourself, but at a certain point you going to be able to hire sales people to do this stuff. David Anderson: Exactly! John McIntyre: The sale is I mean that take me a little I understand sales is very different entrepreneurship. Sales is sort of like a technical skill, much like going in you know building a table or writing emails and a copywriting. It’s sort of like taking skills. Designer fulfill a very specific task and entrepreneur on the other hand while sales is a very useful skill for an entrepreneurialism or being much more required sort of much more of a general … where you can do a little bit sales, but you cannot hire someone do that sales as soon as you got some momentum. David Anderson: Yes I totally agree. John McIntyre: So, let’s give you this story that we mentioned with how you took your client from 2 grand a month to 20 grand a month. So, tell me a bit about obviously we’ve get a bit of it before and not today, but give me bit more information on who was this client and why you know what was life like when he was only a $2,000 a month. David Anderson: Yeah and it’s interesting you just brought out the whole you know separating sales and then eventually hired a sales team, because that’s what exactly this story per trace imperfection, that I remember when I you know I left corporate and I’m out here doing websites and doing internet marketing. I teamed up with another guy who’s doing similar things. His expertise was more graphic design, videography, photography, doing web design, doing more the artsy type of things to the creative side; versus I kind of have more of the copywriting sales consultant type of mindset, like how do we do conversions? He’s talking about how do we make it look pretty? How do we make it look beautiful? How do we show the story in a creative way? So, you can imagine the personality type of this guy very artsy, creative. He’s the type of person that would rather spend his day really making something look beautiful versus going out there hustle and building a business system, right. So, I noticed this immediately, right. He was much unorganized when it came to his packages and as you know John it’s very important to have these structured products or packages, privatize services, whatever you want to call them and introduce it to your market if you want a consistent amount of customers, consists amount of revenue. So, that was one of the first things we tackled, you know this guy is literally pulling in just a couple thousand dollars a month. You know maybe a worthy freelancer rates. He was I want to call him a freelancer. He had some team members and stuff like that, that he worked with, but he didn’t really have a business system, but he dreamed, he’s the perfect client right, because I love working with the guys that are so passionate, that are so skilled at what they do and they have those big dreams, you know they dream big, but they just need help with plugging some of those tactics, some of those processes, right. So, the first thing we did was let’s package your services, right. So, if you’re doing video, let’s create these video packages and then raise the rates. I remember he was trying to sell web design for example: I think for like less than a thousand bucks when really in our market I discovered these people paying ten to fifteen thousand to I know developers that charge a hundred thousand up, so the price point wasn’t there, so I think after organizing those packages and what I call making your product more sellable, easily chewable, so that if he goes into a sales presentation he can now, the way I like to describe it instead of saying okay this is like some complicated marketing data that I’m selling you, I want the business owner that you’re trying to sell. I want it to be no different than if he walked into a restaurant and ordered a cheeseburger, he could pick all the toppings, so a hamburger that the type of meat, that the cheese, the baked in, the lettuce tomato, onions, these are the toppings I want. I want your presentation to be that simple that someone walking in and they feel like they’re ordering a cheeseburger. So, that’s just one technique right, making it chewable, making packaging those services, making it easily digestible. John McIntyre: Right, very cool, ok and how is step one? David Anderson: So, the other thing, actually that’s step two, step one is learning sales, right. The first step is actually I go through three step process right, its first learned sales. You got to learn techniques like you said learn the crack like building a table. Ok there’s certain things to say on a call to really trigger someone’s emotions, to really dive in deep versus just …  and just coming off as needy. Ok there’s a difference of just talking about yourself v/s truly selling someone and asking smart questions. So, that’s step one. Step two is building your sales process, making it more sellable. Step three is scaling, building that sales team motivating other businesses or other sales reps to go out and preach your product. So, we talked about step 2, step one is learning sales ok, so one thing I noticed with Carlos is that Carlos is the business owner right that I helped. He would go into sales meetings and he would just yep, he was a good talker, he was good at just had been people up, he knows how to smooth people, he can have a good conversation, he can sit in a sales meeting for two hours, but when it came to close he was not closing the deals. He was not asking the right questions, so the first thing I said, well you got a qualified lead, you got to make sure that they have the budget. You got to make sure that they can make a decision, they have a need or interest and that they have the urgency that this person truly needs what you have and he need it right away and they can afford it. So, what I would do is go through, I actually sit down with his meetings. He would say oh this is you know this is my president of sales, this is my sales consultant you know here to help with the meeting and we were just dive in and I would just analyze and I would just listen the whole time and then after it I would give own notes on how he can improve better. So, that was the step on learning sales. John McIntyre: Okay, okay and then so what happen; I mean this is result to this. I … we get the 2 grand or 20 grand in six months, but walking through some of the changes just happened or does he implemented some of these strategies? David Anderson: He literally transformed. I mean to this day he still calls me. I mean this is now over a year ago, you know I hope this guy within six months I’ve been working with him for about a year and a half and he still call me this day be like oh! You know like telling me about a sales pitch that he just did, so what I’ve notices when he gets into a sales call whether it’s a sales meeting in person or does a consultation and he’ll pitch packages anywhere from 3,000 to 20000. I think he’s even pitched a couple six figures. I don’t know if he’s closing those big, big ones, but he is at that level now. He’s completely just switched. He uses the sales tactics. He asks engaging questions and he’s not scared task for the sale. I think a lot of business owners, a lot of people out there; they are just scared to ask for the sale. John McIntyre: Absolutely, I mean this is one thing I was working with some of reasoning. I mention this particular deal right now with a prospects really and we all shouting to, I’m going with actually another sales guy, the sales coach for some of my stuff and remember … the pricing and the pricing for this deal is like made five figures. I remember when … ask me how do I build up this price and the interesting thing was he said you don’t even maybe you’ve got a different icon, but his advice was like it’s a non-issue. So, go through the presentation slides. Mentioned the price and then just move on to the next slide just another detail in the whole thing and then the slide, the thing after the spot where are you in the price is basically a little spiel on, here is the payback period, so if we set this whole funnel up for you, here’s how long, he’s how many sales you can have to make before you actually recoup your investment start turning a profit on exact thing and the way it’s all framed up is he’s going to make money very, very quickly. So, it’s interesting that the price I’ve always looked, I struggle with this nine months ago, I started work with another guy, John Logo has been on this broadcast for to refine some of the sales process, because I was really having trouble like putting a large number, large price on my services, because I think a lot of people dramatically undervalue what they’re offer. They don’t know what the true value of what they’re offering is and it’s so funny because once someone tells you what it’s worth or tells you what the market’s paying you can actually get it, but there’s still such a strong emotional resistance to going out there and saying look it’s going to be $10,000 when you say a 1000. David Anderson: Yes! John McIntyre: Yes and I … chatting another friend who I met at gym who’s a personal trainer and he also does some Instagram consulting. He is basically got someone right now who wants to hire for some paid consulting. He never done it before, so he’s got no idea what to charge and he asked one guy and the guy said will charge you know charge 100 bucks an hour and he was like wow that’s a lot of money and I spoke … like man you should be charged at least 250 bucks an hour for this and I could see in his body language, in his face at the time it was sort of like it wasn’t going over his head, but it was definitely like a shock to his worldview that he doesn’t get it yet and I don’t know how long will take you know we all have our own journeys to take, but it’s so funny that I think is people price activate some like when it comes to charging in mentioning the price of how much something’s going to cost, most of us have this weird with this really strange emotional hang up with it. David Anderson: Yes, yes we do and the biggest advice you know because I deal with a lot of business owners that are growing, right. So, there continuously increase in their price, so the first thing I would say is right that price down. I mean you know put it on your website; put it somewhere that it’s displayed no different than if you went to McDonalds right. You went to the fast-food place and you looked at the cheeseburger, you saw big sign outside and it said $0.99 or you can go through the drive through and just look at the guys and say look can I pay $0.80 you know. No the price is $0.99 and begins on a bigger scale even if you know you don’t have a website or you don’t have anywhere to display it, write it down. Write down the sentence you know my so and so product cost whatcha say $10,000 or $100,000 or $5,000 whatever that price is, write it down in a sentence and solidified. I think once you solidify and say this is the price, you’re going to come off more confident, because the second you say a price and you don’t have that confidence, you stutter that other person is immediately going to notice it versus if you own it you have it written down, you state this is my price right and own it and say it confidently. You’re going to have a much different conversation with this person, and if you did a good job stating your value, for example you say ok you’re going to make this money right away you know do an auto responder like you were just talking about John. If you see the value, they’re going to do what it takes to find the budget even if they don’t have the budget; they’re going to find a way to pay for it. It’s no different then you know example uses when think of the last thing that you really wanted to buy, something that you just had to have, maybe was a car or maybe you know if you’re internet marketers the Mac Book you know a lot of internet marketers as specially travelers location independent nomads love their Mac books and I guarantee you they couldn’t afford that Mac Book right away. They might have to save up or pull out a credit card or ask their parents for some money or figure out a way if you really properly communicate that value and really show that you mean business. That price should not matter. That person should struggle a little bit when you say that price and that’s a good thing. John McIntyre: Yeah I mean it’s like a game like how this works out at times when I mention the price on the phone and not had as far as I know, maybe I am wrong, but I would have to mute the microphone, so that I could basically … like live, I would be for the … like so much tension in emotional tension when I said the price I have to mute because then I just burst out laughing to myself, I can’t believe I just said that. David Anderson: That is a really good technique. I did that back when I was in corporate. The second you say price you need to shut up and if you have to mute the mike do it, so I actually love that technique, that’s exactly what you should be doing. John McIntyre: I thought it was interesting too when I was chatting about how to put together this pitch deck which is basically a Google presentation with the details of the proposal and then at the end he was like when you say the price you get the silent close which you see .. the price, then you shut the hell up you have to say something and then he was actually saying we don’t do that, what you do is just say the price like it’s another detail, like it’s any other detail on the … here is the price, you selling it and take, here is the terms conditions like when I initially paid by like that, alright next slot, you don’t even wait for questions, you don’t wait for anything then you go straight to the next things, you treated the way is to basically cultivate this. I think trigger will you don’t want like someone like if I treat the process big deal or if the person when your pitch not treat the prices though to a big deal. The person you’re talking to is going to think it’s a big deal. David Anderson: Exactly, they are going to pick up on it. John McIntyre: Exactly! Yeah! David Anderson: Yes exactly you need to be able to just say it and again that goes down to have it written down, so whether that’s on a present date, presentation deck, whether that’s on your website or you literally just write it down on a notepad just to have that price down and just to keep saying that price until you confidently can say it. John McIntyre: Yeah, So with all that I didn’t … this whole topic absolutely fascinating, but so with all that said, so we talked about like taking the client from 2 grand to 20 grand a month and six month, so let’s just sum up that what are the main, let’s just run through the techniques, what did you do with this guy as a summary to take you from 2 grand a moth to 20 grand a month for 6 months? David Anderson: Definitely, so step one learning sales, you got to go and you got to ask good questions. You got to know how to qualify a lead right and those are all things that I cover. I even offer that stuff for free. On my website I tell people how to qualify elite right. There’s certain things you got to figure out. Building report right, that’s all about knowing sales, knowing how to really tap into someone, asking good questions. If someone tells, I would rather a business owner or sales rep. Write down a list of questions, very engaging questions, maybe ten to twenty questions v/s writing a sales script, because what you find in sales is it’s all about listening. It’s all about getting the other person to open up. So, that’s the biggest advice I can give you when it comes to learning sales, ok. Step number two was building the sales process. That’s when we actually sat there, looked at all the products and packages, price them higher. We actually price them higher, but then organize them. Let’s say package A, package B, package C, we mean them. I think it was if I remember right the Pioneer package, the executive package, the elite package, you know we came up with these cool names, something that was very relatable to the customer. We were selling because the customer we were selling doesn’t understand all this internet marketing stuff, how to develop a website or do anything. They just want results. The thing is customers, they just want results, don’t focus so much on the product or the service, and focus on the results. Focus on what you can deliver and I think when you have that type of conversation return on investment if you’re doing business to business sales, if you do an auto responder, you really need to dive into return on investment. I would be talking about that probably the majority of the call when you’re in need of a conversation. Having those sales scripts, again you can have a script, building a list right. Having your target market knowing who you want to reach out to ok, knowing your perfect customer and how do you reach out to him, so build your list whether you are cold calling them, cold email them. LinkedIn is a great tool; we get a lot of customers that way. We literally just find business owners we want to talk to and we connect with them on LinkedIn. Have a picture of yourself, so it’s a little more personable than an email so whatever you can do to build your list and reach out to that list, that’s all about building your sales process and then step three is scaling, right. This is where once you build that sales process; once you build that list you build that script. You come up with basically a systemize process that you can replicates and hire other people to do the same, now you have scaled it and then you as a business owner can step away. So, as far as the scaling you know you want to be able to have that script written down. You want that list, you want that process, the emails, everything that you do in order to get those customers in the door and then you want to come up with a good compensation plan. You know whatever percentage you know a performance space plan where every time this rap gets the lead or closes a deal, you’re now paying them and they’re motivated to continue to bring in business. John McIntyre: Yeah, one thing on the beat of Bayside, this took me a long time to get is I get on the phone with people and I’d never ask them what their current revenue was, how much money they make .. customer, what their profit margin was, all you know how much all they are doing? I used to think was like a personal question that people are really want to give away that information and some of them done and some of them won’t give you that information, but generally speaking most people happy to talk about that, especially when they’re getting on the phone to talk to you about some sort of business problem and so that the catch is that unless you know how much their revenues is and what their profit is, how much profit margins, the size of the database, how much volume and sales. Do you know that information? You literally shooting in a dark need of price, because if you don’t know that information you’ve really had no idea where they can afford $5,000 a month or $10,000 so whatever happens, the price … to be, so you have to and you know by the same talking you might be quoting them $5000 a month, when they really wanted to be spending $25,000 a month or even maybe more and so there’s this one thing that I learned it’s made a huge difference of the last six months is now one of the first things on doing I get on the phone with someone, they told me about their business. I get him to tell me about the numbers. So, how many sales they’re doing, what’s the revenue per sale, what is the profit margin you know how many sales they are doing every month, and then I can basically look at it go alright, so based on all these numbers. We set up a campaign right here. If we increase this by 20% you’re going to get very specific terms. You’re going to get X amount of dollars return on this and therefore if the … like hundred thousand dollars ready, exact with a price, $15000 to set it up and then you can say look based on these numbers you’re going to make your money back in three weeks. So, 15 grand is really not a big deal, it’s like the… change at the other day. David Anderson: Yeah, so what you’re talking about? Sorry John yeah what you’re talking about right there is qualifying the lead, you’re qualifying to see what is in their budget, because I have been there too where you go and you asked what their budget is and then you find out wow it’s actually a lot more than I thought and now you feel much more comfortable v/s if you’re talking to business owner and they’re like ok I’m making, I’m just starting, I’m making a thousand bucks a month, you know you are not going to be able to sell them at $50,000 or $10,000 product on auto responder, so what you’re talking about John is qualifying that lead, really discussing about budget if a business owner is not comfortable about it. Just from my experience I found one or two things. One I’m not building enough for poor. I’m not getting them to trust me, but two this is what I usually I see. It’s they’re not a good business owner. They’re not serious. If they’re not willing to talk about revenue when they’re talking to someone that’s going to help them, bring up their revenue, then it’s probably not the type of client you want to be working with. So, I would say every single call if you’re doing business to business sales, you need to talk about return on investment. You need to talk about what they’re pulling in and there are so different ways to ask it. You can simply just say how many customers are you getting per month? How many customers would you like to get per month? Ok what’s the average price per customer and now you just got the revenue without directly asking him what the revenue is. John McIntyre: You can also do it whether there’s a roundabout way to do like that. Where …  like this price where a lot of times like if you act nervous, so you act like it’s a big deal when you’re asking for the revenue. They’re going to think it’s a big deal as well. If you just ask a matter of fact you ask everyone this, it’s just a matter like and I use to say look just to get an idea of what you know, what level you have with the business, what’s the revenue and to just prevalent like look, before I can help you, I need to know exactly where you are at? It’s the million dollar company that requires a different approach with your $10,000 company. David Anderson: Yes and if you are because you keep on  saying bring up a very important factor that people are going to pick up on the tone of your voice. Is not what you say, it’s how you say it. So, in order to fix that, in order to improve how you talk about price or how you bring up a question right, just you have to prepare, you have to, if you have to role play, I get a lot of people that go through my courses, I get them to call each other and literally pitch each other. I get business owners to pitch me all the time and what that does is it helps them just get it out, and get much better. They get much more comfortable to the point where they get into that sales conversation and they don’t even think about it. They’re just doing what they already know, so preparing role plan and just getting it down is going to really help the confidence, the tone of your voice when you are asking those questions, when you are on a sales call or sales meeting. John McIntyre: 100% alright, so I think we are right on time. So, let’s wrap it up. I think it’s a good note to end up, but before we go, let’s just touch real quickly on this how to sell better in 3 days? Can you like let’s say three, what are the three biggest tips to sell better? David Anderson: Yes definitely, yeah so I actually wrote a guest post about I work with a lot of business owners that you know they’re just starting off. They have a lot of trouble when it comes to sales like you mentioned they might even hate selling. So, I literally wrote this whole post about it, writing a book about it as well: how to sell better in three days, even if you hate selling, right. So, the first tip that I can recommend to people you know something that you really should be working on is building your prospect list ok, building your list, getting contacts and there’s a difference between a cold call v/s warm call. I like to call them warm call. I like to create campaigns that start a warm situation versus just calling someone out of the blue that you never talk to, so what do I mean by warm call? You can go to a networking event and get a list of people. You can join a meet up or some type of forum or some type of group and if you can get all their contacts, now when you call them you can say, hey by the way I’m part of this group as well, so for example one of the best call campaigns we’ve ever treated was joining a local chamber of commerce and what we do is we called business owners and say hey we’re calling, because I noticed you are member of the Chamber of Commerce, so are we and we’re offering all other members a complimentary consultation. You don’t know we just chat about, you know why did you join the Commerce? Why did you join the group, you know what are you trying to get out of it and then we dive in saying, hey would you like a complimentary consultation by the way? We’re going to review your entire marketing platform. We’re going to see the low-hanging fruit that you’re missing out on these opportunities to get more customers. Would you be interested in a 30 minute consultation, totally free, no obligation to buy, it’s all educational and so far every time I’ve gotten a hold of a business owner I’ve got a hundred percent of them to say yes to that because how do you say no to that? You know we’re going out there, reaching out to the same group. So, that’s a difference of a warm call. Other ways to get warm calls is to find people on your LinkedIn connections, expand your LinkedIn network, go you know find people that you already know, friends, and family, past clients and ask for referrals, you should always be asking for referrals and what you’re doing is you’re building up what I call a prospect list, ok. So, that’s tip number one is to really understand how to build your list and there’s a lot more things that I dive in a little bit deeper, but that’s kind of the tip of the iceberg. Step number two, day number two: I like to use, I like to say this well use … mind tricks on the phone. Alright, I’m not really trying to trigger and manipulate anyone, however what I will really teach you is, how to tune into the one radio station that everyone is tuned into? Do you know what a radio station that is John? John McIntyre: Yeah! David Anderson: WIIFM, heard of that? John McIntyre: Yeah, I know exactly what you talking about. David Anderson: What’s in it for me? Yes, everyone is walking around, 99% I’m thinking about it, so in order to do that it’s going back to writing those list of questions. Writing down engaging questions and you need it right down open-ended questions, not closed-ended questions. So, what’s the difference of an open-ended question? Open ended question is saying for example: how did you get your business started, right and now you’re going to have that person, that prospect elaborate. Oh! Well I started you know back in you know ten years ago and they elaborate v/s saying something did you get you know versus ok here’s a closed ended example, have you been in business for a long time? Will the prospect can immediately just say yes or no and then just you don’t open them up. You see the difference in open-ended and a close ended question. John McIntyre: Yeah! David Anderson: Yeah, so that would be day 2 as I talked about is really figuring out how to type into what’s in it for me? Ok building reports in another way. You know start up a conversation casual, you know dive in and say how was your day today, you know small talk a little bit and genuinely try to get because people buy from people that they like. Figure the last time you bought something from someone. You probably like the person. You didn’t absolutely hate them otherwise you want to buy from them. So, in order to do that you got to build report. You got to really just keep it light, keep it fun, keep it casual, and relate to the person because bottom line is yes you’re in a sales meeting, but we’re all people. We are here to connect, we’re here to have fun, we’re here to just understand each other and I think that’s a very important thing to consider, ok. So, that’s a day two that I go in day 3, … for the close. You got a qualified leads and you got to ask for the same. You got to ask things like what’s in your budget, are you the decision maker? Can you make a decision on this, right and then you got to ask for the sale. It’s such a simple thing that we were talking about earlier John, but people this is where they choked up you got to just say and there’s a couple ways you can say, you can say things like let’s move forward with this proposal or are you ready to get started? You know it sounds like you really going to, you truly going to benefit from XYZ, let’s do this. Why not give it a shot? Just this legal of just asking for the sale and then overcoming any type of objections that they bring up and continuing a conversation and closing that deal. John McIntyre: Exactly, I love it. Now, you’re a wealth of knowledge, this is good. David Anderson: Glad to hear it man. Yeah I’m open some of the people in your audience right now are listening and can take some action. The one thing I can tell anyone that is listening right now, I mean literally put down what you’re listening to, none of this is going to work if you don’t take into action, so what I would say is if you’re struggling you just go out there and make a phone call. It’s so much when you’re a business owner especially, so easy to procrastinate, like call one person today, as soon as you’re done listening, call the first person you can think of that you think you can create a salesman. You have to sell them right there and then but say hey I like to set up a meeting and talk a little bit more about me. Ask him, don’t say I don’t want to talk about my product or service, say hey I want to talk about you. I want to see what you’re doing right now for your business. I want to see what you’re doing in your life. Let’s talk about that. Does that today, take action! John McIntyre: Homework! Before we get David, if people want to get in touch with you, they want to learn more about you, I’m so there’s going to be someone, a few people, a whole bunch of people maybe who would like to talk to you about consulting, one on one training and coaching and also for some of these services and products as well, so where’s the best place for them to learn more about all that stuff? David Anderson: Yeah, so I do one on one consulting. I actually do group training as well, online group training, so a little bit more affordable and I make it very team oriented, and it’s very fun. I really love and I really understand the power of a team. You can do so much better. Then, I have a community, right. So, I’ve all of these different products and services up to my one-on-one consulting if anyone’s interested actually can give you a free training video. If you go to my website nitrosalesteam.com back / free ok, so that’s nitro, NITRO sales team dot com back / free and I’ll give you a free training video on how to qualify lead in under 10 minutes. John McIntyre: Perfect, all of links to that on the show note at the micmethod.com. David! Thanks for coming on the show man. David Anderson: Yeah, thanks John, it’s been a pleasure. The post Episode #123 – David Anderson on How To Become Great At Sales In 3 Days (even if you hate sales) appeared first on Drop Dead Copy.

Today we have the highly talented Gary Young on the show. From freelance copy, to paid ads expert.. ..to bulletproofing-campaigns with his own team’s revolutionary software, Gary knows how to get leads and land sales. Gary’s so-good-you-can’t-believe-it’s-real software will make each campaign you make from here on out better than ever. Because campaigns CAN be engineered to perfection. Learn how much value each ad network (facebook, etc) provides you. Don’t waste time and TONS OF MONEY doubling down on THE WRONG ad networks. Find holes. Plug them. Make money. Scale. Once you have insights like these, the sky’s the limit. No more guessing. Gary Young gets into details in today’s episode.     In this episode, you’ll discover: how the very one thing, the essence of your business success, all boils down to the way you grow your customers (Garri uses examples of how to improve this vital issue)  the benchmarking method – learn how many people react to your marketing in order to maximize your campaigns profitability or conversion, piece by piece how to spend $10k per day and scale BIG starting with almost nothing (it’s not easy, but there’s proven ways to improve your paid traffic) the number one way for a beginner to grow an online campaign that leads high sales conversions (learn how to do this with capital or without) why an optin-campaign is a valuable tool for data gathering (get good data on not that much media spend versus running sale page campaigns) why customer lifetime value is the magic bullet to holding your business’ future in your hands (know this metric, and master your business) Mentioned: LTV Tracker LTVtracker.com/mcmethod (get 5 ways to make your paid traffic more effective) Intro and outro backing music: Forever More by CREO   Raw transcript: Download PDF transcript here. John McIntyre: It’s John McIntyre here, the auto responder guy. I am here with Gary Young. Now, I met Gary actually at times … which focus on fire email via Facebook messages before that connected through like a blacksmith camp through some in black and Craig balance on. Anyway so we met at a sponsored parson product, chat about business and marketing like stuff. Gary has been working early to rise with I don’t know too much about that, but that’s no way to talk about that second. Recently left now is focusing on a software that allows you to attract anyone who signs up to your mail list. Track their lifetime value through the entire life cycle of that customer which is pretty amazing, if I imagine correctly and sure we’ll talk about it. It probably integrates with your email auto responder again that integrates with the CRM. So, you going to know the upside down to a tee what one subscribers worth you and if you know that there was 75 bucks, you know … spends $74 on Facebook and you just make a profit, so I think it’s pretty cool that little piece of software does. So, today we’re going to talk about that and building a business isn’t this random luck feel thing. It’s actually the thing that you can engineer the same way a mathematician puts together a formula for something was going somewhere definitely. Gary! How are you doing man? Gary Young:  Good! How are you? John McIntyre: Fantastic, pretty up right now. Anyway, so let’s get into it. Before we get into like exactly what this software is and why this …portable that, can you give the listener a bit of a background on who you are and what you do? Gary Young: Yeah, so I got to do direct response and performance marketing about three years ago and I started as a copywriter at a company called early to rise and basically wrote sales letters video scripts all that good stuff and then you know through that kind of came the time where I wanted to get more distribution of the promotions that I wrote, so then I started buying traffic to the copy I was writing and testing and experimenting and slamming my head into the wall and things didn’t work and just getting super jacked up when they did and you know I am no longer with early to rise, but like two and a half years there we added 6-7 hundred thousand new leads to the business, ton of sales. We were spending six seven figures a month on paid traffic and I think we could talk a lot about all the different stuff I learned and then towards the you know the less … there you know we get big enough and had enough new customers coming in that we worked on building out a marketing team. So, at time I left there is about … driving revenue in that business. John McIntyre: Nice, ok so what a dividend … go with this? One thing I’d like to start off with this, people everywhere thinks that and I think this is an attitude we all have because a lot of entrepreneurs have started off life being not necessarily pouring like poverty in the way that people are in a lot of countries and Africa say for example, but a lot of us the reason to become entrepreneurs is to create value both for ourselves, for our family, for the world and to create the set of abundance, but I think along the way we carry these limiting beliefs of things that holds back that I really just a … our upbringing as a child and how we sort of grow up relating to money and wealth in a certain way and success and we think these believes, is part of this is like money is just about being lucky you know like if business you know maybe it’s you going to be smart that you know you going to be talented. This is not like a recipe that followed, but I think that what cool when you stop paying attention to things like the lifetime value is that building a business becomes a lot less about you know logical throwing stuff against the wall and see what sticks, but literally about just putting numbers on a spreadsheet and just doing different like if you want to increase the conversion rate doing stuff that’s going to increase you can … more traffic doing stuff that’s going to increase the traffic, lot more money, you get customer you know creating more products and very consistent strategies that works increase any of those areas, if you just go and increase all those areas. You have a business that makes money and profit. So, I find it fascinating. Gary Young: Yeah, I mean that’s a pretty good summation. I mean I think the biggest thing that I’ve seen you know and talking to a lot of people in our space that are smaller online first businesses is, they really a lot of them kind of figure out a way, one small way to start growing and sometimes its producing content, sometimes they figure out how to make some paid marketing channel work, sometimes it’s a billion different ways right, but what I’ve seen is most people get stuck. They find one thing that works and then they kind of milk it for a while, but they have no real way to make it into a repeatable predictable consistent process and if you want to build something big then you need that and I think you know … a way and you know I have spoken about this before you know it comes down to how is your business acquire new customers. That’s really kind of the fundamental that can’t see that you need to grow a business and anything you can do to make that process more predictable, more repeatable and more profitable is always good for business and the way, I think the way to think about it is basically going through all the different ways or one-way specifically, how someone find your business, so we could take, we can even take your business for example right, so you’ve got this podcast. People come to the podcast and they listen, they really did your style maybe they think you’re cute, I don’t know and then they go and like okay I want to subscribe to this, then you have a call to action sends them to… say, they are doing right and then they get to your auto responder and then you know you work on different things, you try to sell them you know some of your coaching stuff or your consulting work or you have done for your products, right. So, the kind of the way to think about it is you look at all the different steps in that customer journeys. So, you are like ok, well I get this many downloads for this episode and then of those downloads this many people came from a podcast to my site and opted it  and then this many people clicked on a link to say like the mic-method right and they click on that link and then that many people get to the sales letter and then this many people get to the order page etc. right and the way to do it in the way to engineer stuff that works is just to quantify, ruthlessly quantify all of the steps. So, just … fake members let’s say just for ease, so you get a thousand people download it, say of those thousand people fifty of them come to you say opt-in of those fifty people ten of them click on your sales letter and then one of them ends up buying. So, you look at all those and I just constantly sketched just sketched this stuff out into like a little flow chart and you look at it, ok so I’ve got this, this, this, I would step in the process. Do I improve? How do I make that better and all that comes down kind of benchmark things. So, you’re looking at it ok, talk to some other people who have podcasts like how many people respond to your call to action and then you get that number and then you go okay, so we got a five percent response rate, let’s work on the copy, let’s talk about, let’s make it maybe make the offer a little different and let’s see if we can get that 10 percent and then you know that whole process, each step of the way you basically turned dials and play with all the different steps in it and next thing you know you’ve come out of it like a month later and you double the profitability of your campaign, or  you’ve doubled the amount of new subscribers, you have all that stuff and it’s all that just looking at the different steps in making each one of them better, when they need to be better. John McIntyre: Right, this sort of this aspect of like your little business like this so much risk it and it’s sort of like this takes all the emotion out, so just numbers. If you are like well I am spending money on advertising for example. I love you like have this reluctance to advertise between like you spend a dollar and make through like the business sort of this interplay between whatever you spend to acquire a customers, whenever you make from that customer and the whole game is just bumping up the amount of money that you make per customer’s highest possible, while also simultaneously reducing you know you spent to acquire the customer. Just the interplay of those two main key metrics over and over and over and over again. You just keep doing that. You keep trying to make more money per person and then keep trying to reduce the amount of money you spent for acquiring and then as it reduces you are like mad scientist laugh and taken. Gary Young: Taken away! Yeah taken away exactly and then like what I’ve seen with people and you know I’ve got a bunch of friends that are you know sort of and I’m sure you do too like sort of on that crust like they’ve got a little thing on the side or something kind of working but they’re afraid to take that pledge and when I think ruthlessly quantifying each step of the process in a way it’s really good for an entrepreneur or someone is trying to make a promotion work, because it like you said it only takes emotion out of it and a lot of times when I’ve seen people do is you know someone like I’m going to start spending, I am going to start doing call traffic and they spend thousand bucks then make like to hundred bucks back and they just go throw up their hands, oh my God the world, the sky is falling, I’m screwed, we’re done this is over and in reality you can engineer that, but you get so emotionally caught up in it instead of just looking at the numbers and seeing where the hole in your funnel is and then you plug that hole and then you see the next hole and you point that, you fix that, and then you’re making money and sometimes it takes a long time. Sometimes it takes I mean it took me like three and a half months from the time I first started buying traffic for early rise and time the campaign became profitable. John McIntyre: And I was look at to spend. I am curious. I want to spend before it started becoming profitable. Gary Young: I think it was a good chunk of change and I was lucky enough to have you know to be doing it for business right. They could do that, but it was probably like $22,000 or something that is but here’s the thing though. That was for someone just starting out you totally don’t need to do that, but what I was doing there was I was hunting for scale, like I didn’t want to, because I had done some stuff that was like oh! You uploaded like a custom audience to Facebook in it and it works, but I want to do something where I could make like a general displayed campaign work and I want to be able to spend $10,000 a day. John McIntyre: Yeah! Gary Young: And that’s not something that people should start trying to do. They should start like how can I spend the hundred and make a hundred and twenty. John McIntyre:  Yeah! Gary Young: And, so yes there is that and that was honestly that made me nervous in the beginning. It’s just like every day lost a bunch more money, but it worked out eventually that became a round in error. John McIntyre: Yeah! Yeah, I mean there’s this is the tough …  and you will get started with buying advertising a lot or buying advertising anywhere and in the early days because you are testing and tweaking and refining things, you can end up spending 5,000 or 10,000 like you $22,000 before you even start making any money and if you give up too early you never get there. Gary Young: Yeah and that’s why I was telling people like I always and for that one too I should say that we were doing a campaign that was driving people directly to a video sales letter, so that is always like if you’re just starting out I always tell people to drive traffic, get op-tins, nurture them over time and make that work, because that is so much easier to make work. The only problem that some people running with that is some of those get the cash flow crunches, where you know if you knew that it only cost you $3 to get an op-tin on Facebook and they’re worth $10 to business after 60 days, well I mean if you have the cash flow, you do that all day long and you see how much you can spend, but if you don’t then you got to kind of temperate, right. John McIntyre: Yeah! Gary Young: So, but the nice thing about starting with like an opt-in campaign is to you can get pretty good data on not a ton of video spend, because you just always have so much higher opt-in rate that you are a conversion rate to sales, to the sales page, right after that. John McIntyre: Right! Interesting part is so where does just to take it in a bit of different direction, because we are getting very much on the traffic. How do you go from like tell me? How does this life time value, but why is that a number important when it comes to buy traffic? Gary Young: Yeah, so biggest reason is it’s just a fundamental principle that whoever can spend the most money to acquire a new customer will win, because what that means and you could spend more of your lifetime values more and what that means is like let’s say you have all … right and you got widget A and I got widget B and your widget is so much better than mine, ok but I’m just a ruthless barbarians and I’m really good at up selling people, so they buy like 10 widgets B at a time instead of just one and I figure out that I can spend $200 to get someone to buy one widget B and you can only spend $20 to get someone to buy your widget. What happens is especially in the kind of the hyper targeted advertising world we’re in now is I just spend and spend and spend and your cost per click shoots up. All the stuff that you need to make your widget business work suddenly stops working. You’ve got a trial different things and then the other part of the two is if you ever re-high lifetime value, so many more channels are open to you, so like if you think about it in like the health and fitness space which is pretty familiar with you know beach party which is the company makes like p90x and all those other things, those products are like a 120 bucks, sometimes I know they’re moving to different models, but because their customers are worth so much to them they’re doing informer on TV which is generating an enormous amount of sales where you get your guy with a $27 eBook on Click bank who doesn’t have the customer lifetime value to do that and it’s just kind of forced to create some content, have a YouTube channel and all that other stuff, so is limited and other part of it the third part in the speed like kind of the last thing I say on this is it also just make sure business less risky, because if you now that someone who comes into your business is worth a ton, you can just keep you know … abs like online like gone are the days like 2004-2005 when you can get targeted search traffic on Google for like 25 cents a click, right. So, some of these competitive keywords is 10,20, sometimes more per click and if you got the customer lifetime value to back it out then  it doesn’t matter, but if you don’t then you’re totally priced out of some of the best advertising opportunities and I think you’ll see that more and more with some of these other channels, like Facebook will get more expensive over time, you know and then Twitter and Instagram, all of the places where you could buy a ton of traffic. They start cheap usually. …  and once ever you … in if you want lifetime value to back it out to make it work, then you’re out. It’s always free on that channel. I mean got to go figure out how to make something else which work, which is a pain. John McIntyre:    Right, right, they want me to think about this is that like basically Facebook and Google and the advertising sites basically selling customers’ inventory is advertising and selling ad space, but a better way to think about what they’re selling customers and based on how your business instruction those customers again either seem cheap or they’re going to seem expensive and so instead of advertising thing about like going to Facebook or going to Google or going to any sites and you can put in $1000 and get X amount of customers out and the things that can affect how many customers you get out of it again be the conversion rate, but then also the amount of money that you’re able to spend per customer is going to affect it and it’s a … thing. There is no shortage of business for people who you know got a business … can support it, so I can’t afford to spend money on advertising pulling in widget business bit. Gary Young: Yeah, I mean and I think it’s you know you always want to have that option, because it’s so predictable to like I mean there was months like long stretches of months where I would wake up every morning, look at the stats and LTV tracker and new within maybe ten opt-ins, how many opt-ins for you’re going to get that day and new like that. I knew how much they’re going to be worth and I knew how long it was going to take us to make our money back on them and knowing that and I think depend on where you’re at in the business, soon I was decade seem just like insane pipedream, oh my God I just need to make something work right, but sooner or later with something does work that predictability becomes one of the most emotionally comforting things, because you know like oh I am going to wake up today and I haven’t done anything. Maybe I have put up a different ad to see if I can improve the click-through rate and but other than I’ve done that and I’m going to get a thousand customers today or I am going to get 500 Opt-ins like clockwork and I think that is sort of that’s like the dream for a lot of folks, because it’s not, you don’t have to just constantly grind away and create new content every day and all that kind of other stuff, so if you can do it great. John McIntyre: Yeah 100%, so let’s just talk abot the software that how does it work and what’s so cool about it? Gary Young: So, biggest thing is from what I found in this is I just built this to solve a problem that I was having is basically most payment processors and CRM’s isn’t set up to tag someone based on where they come from and the biggest thing is all different traffic sources deliver hugely different customers and what the software allows you to do is it allows you one just on a really basic fundamental level. It allows you to see, ok this is how much a new customers work to my business and that’s and for people who want to go big that’s stable stakes. You need that and there’s nothing else out of it really does that in a way that doesn’t have kind of big flows and then what it allows you to do as you go deeper is you can see on an individual ad level, on a funnel level, on an initial product level, on an advertising channel level, how much those people are worth and so to speak from experience you’ll see different advertising networks and  I’m just going to include Facebook, Twitter all that stuff in that general category will deliver customers that are so enormously different in their  long-term lifetime value, that you can if you’re not tracking it you can be led really easily astray and make big mistakes and soon the way we think about it is, so you’ve got a campaign running on Facebook and a campaign running on Google and Facebook customers you’re getting also a books keep in as an opt-in. So, you’re getting an opt-in on Facebook for $25 and you’re getting an opt-in on Google for $4 and if you’re not tracking lifetime value by traffic source, what do you do? You look at, you go out, well especially if you have limited resources and cash flow potential constrains you got ah! Why I gotta turn off Google and just do Facebook, because it’s so much cheaper, but then if you do track and you check three months later, six months later, you might see that those opt-ins from Google that cost you $4 … to the business, because they’re just better customers and those cheap or cheaper leads from Facebook are only worth $3 and by not paying attention to that in longer term view you can lose, I don’t say you lose, but you cannot make a lot of money that you should make. John McIntyre: Right! Gary Young: And I’ve seen it like, I mean I’ve seen it on … traffic in a ton of different places and I’ve seen you know two different ad networks for example like ad blade v/s AOL and you’ll see and that seems normal like you buy the same banner ads, you get the same follow and everything else, and one of them as a customer that’s worth 50% more after 40 days, 50 days and you never know that otherwise. John McIntyre: It’s really interesting. So, it’s as simple as just because … a traffic, lot of paid traffic last year, you know it’s basically running these campaigns and just looking at the overall stats for the funnel of the lifetime value of this funnel is this and lifetime value, but that’s really interesting how the different, your lifetime values can vary depending on the ads that you show. Gary Young: Yeah, I mean that’s everything, as there is different stuff you know like those ads that are everywhere like the five foods you should never he eat. Right those ads people see, I mean they’ve corporate bond the internet with those ads. We did something kind of similar re-tested two very different approaches. So, we have one that was more of a direct thing. It was like five exercises you should never do and then another one that was like this workout program rocks. That’s not actually worth said, but that’s just the idea and we found that they were converting at about the same rate, but the people and nothing else about the funnel is different, except for that first little banner ad they saw and clicked on and we kind of thought there was a significant difference in how much those people were worth forty days later, just based on that and that’s not always true. It’s not always that sensitive, but it can be and if you’re not looking at those numbers you’re leaving a lot of money on the table. John McIntyre: Yeah, that’s interesting, ok so then the software I mean because how does this get so, what it like is to sign up, like what I can integrate this with. Gary Young: So, right now we integrate with Click Bank, Infusion soft, entre port stripe, Aweber, Barrow posts, couple others too and we’re adding more and more integrations every discovery like two weeks and the cool thing about it is there’s a lot of other tracking software out there and I used almost all of it and some of them really great for certain purposes, but the biggest thing I found is: one you get certain programs that are just basically a dash for that pulls data from a bunch of different places and puts it all in one spot and the problem with that is a lot of times it’ll mirror inaccurate data. It’ll be the wrong stuff or you know a lot of these ad networks if you’re buying traffic on them and they have pixels that are kind of work, kind of don’t. I found that you might lose between 5 and 25 percent of conversions and if you’ve got …  that just pulls in that number which is flow, you make bad decisions or you should make decisions on incomplete data and then the second part of it is you have other software which is really, really powerful software, but it’s so hard to use that you basically need to hire a full-time person to make sure that script is all over the place and properly configured and everything else and then you are some of these other ones that you have to like oh we need to define a value for this page, like if a customer gets to this page, it’s worth X amount to the business and that just becomes a total nightmare. John McIntyre: Cool, okay, well I would like to … the software, so if people want to get more information about it, maybe they talk to you about this whole lifetime value thing. What is the best place for them to do that? Gary Young: So, the best place is we to do, ok so we can do Ltdtracker.com, so that’s the letter L to Liberty, the letter T, the letter V, tracker dot com and then / Mick method and I’ve got to free 5 day email course that is, I think it’s really good and it basically goes through five different strategies people can use to make their paid traffic efforts 50% more effective. So, if you’re on the cusp of something working and you’re trying to get over the hump, will be something there for you to get you over that hump and if you have got something that is working and you want to make more money faster from it, or something there that could help you do it and then email back and discuss it. John McIntyre: Awesome, cool, lot of links to that on the show notes at the micmethod.com. We are right on the time. Let’s wrap it up man. Thanks for coming on the show. Gary Young: Oh! Thank you for having me, it’s been great. The post Episode #122 – Gary Young on Revolutionary New Ways to Build BETTER Profitable Campaigns appeared first on Drop Dead Copy.

CNN. John Oliver. Al Jazeera. FOX. These are but a few of the networks that have featured today’s McMethod Podcast interviewee. Double best-selling author and PR specialist Peter Shankman is here to shed light on how to leverage the power of public relations. The best thing about getting on television is that the second you get on it, All the rest of the television networks want you too.  You’ll learn how television networks all talk to eachother and will also want you… …letting you duplicate your initial efforts. Peter knows who to contact, Where to find them,  And how to reach out to them cold. He’s here to share the wisdom and let you know how to do it too. Because reaching out and doing PR is actually very easy. It just takes some minimal daily effort. And who doesn’t want prestigious mentions from world class companies? Peter believes that between his publications outreach and Twitter, it’s not hard to figure out what people are talking about and how to reach out to them. Listen in to this episode to find where your industry trends are, who the best people are to contact, what to say to them and all else you will need to make a bulletproof authority building PR strategy. You’ll wonder why you never did it sooner. In this episode, you’ll discover: how to locate and then contact the PR specialists that can help you most (plus word for word emails to use) Peter’s social networking strategy to staying on top of his PR campaigns (it’s about who you know in PR) the exact time to reach out to journalists to hone relationships and keep yourself loaded with prime time opportunities where to find stories to feature yourself on top publications (learn easy ways to generate tons of useful topics to pitch) the best way to outsource your PR outreach (learn the exact things not to do so your VAs can avoid from the start) Mentioned: Help A Reporter (A PR essential from Peter) Shankman.com email him at Peter@shankman.com contact him at @PeterShankman anywhere Intro and outro backing music: Forever More by CREO   Raw transcript: Download PDF transcript here. John McIntyre: It’s John McIntyre here, the auto responder guy. I’m here with Peter Shank man. I met Peter couple of years ago in Bangkok, places at … circle at one of their conferences which was a good fun, but we haven’t actually spoken much. We actually had lunch that day. I don’t know if you remember that Peter. Peter Shankman: I remember, yeah. John McIntyre: You remember okay. You were telling me maybe skydiving, some crazy air going on. Peter Shankman: I saw the crazy air going on. John McIntyre: So, we haven’t really spoken much since that was three years ago, but recently I was thinking, I want to get, I want to have you know trying to look for … Boston my authority and social prove, especially among hire take lines, one of the service-based, marketing sales funnel, that kind of thing. So, I was thinking one way to do that is to get not just featured on new sites like New York Times, The Wall Street Journal but to have them, yet have their logos on my site so I can take as .. not and  everyone seen that you know once that to happen and I thought about doing it before and I found the guy, he said he’d do for 5 brand. They will do whole PR portion get to all these logs, but I mention to a few friends. I think it may be the easy way or a better way. Your name came up again and again and again and again. The kings of PR, the king of hacking PR, figure it how to do it, how to get on the journalist, so I was like well let’s make a podcast. So, before we get into that though, can you give the listener just a bit of a background on you know who you are and what you do? Peter Shankman: Yeah, I don’t know who the hell I am or what I do. I had a fun … I …like company. I mean my original start was I started at the newsroom America Online back in the 90’s. It was my first day ready to college and was there for several years and then moved, started a PR firm in New York City handling clients in the dot-com world during the dot-com booming like 98 to 2002 and from there pretty much consulted for a while doing PR for companies and then found them that I knew a lot of journalist and a lot of sources and figured it was a good way to connect the two. So, I created a company called help a reporter out or “haro” which connect the journalists with sources all around the world. Still runs, still very much alive since sold it, but it did really well and changing the face of journalism and public relations and really allowing any small business to get Press Free Press and they get the press they wanted for free simply by understanding what journalists want and finding out what they need when they need it, so that’s the work, because it’s the free service and now I’m a consultant, I am a speaker, I have written four books bestsellers on customer service and through the new economy in which we are in and having a good time, having a good time and a lot of fun. I have a two-year-old daughter. She’s a blast. I have at fifteen year old cat and I jump out of airplanes in my spare time. John McIntyre: So, cool man, you know Jewels Barbara? Peter Champagne: Jewels, Jewels, yeah Jewels is my spirit animal. John McIntyre: It was fun he was there in Thailand and you know I know Jewels for a while at that point, but then all the sudden just start machine … skydiving at six years. Six years stunts in skydiving. Peter Champagne: Yeah, I met him at dynamic circle; we connected over there as well. John McIntyre: Okay and you still skydiving now? Peter Champagne: Oh Yeah! Just jumped last week! John McIntyre: Nice, nice, nice, that was in New York or you go some special place. Peter Champagne: I jump all over the world, Dubai to Barcelona, but this was in upstate New York about an hour outside the city. John McIntyre: Okay now this is little bit of attention, but it’s interesting. Find it interesting, do you even wings like that wing suit stuff when you fly out especially with wings. Peter Champagne: Yeah, I don’t only because I am they call a really safe sky diver as much as Oxy Moron sounds. I really just enjoy my, I enjoy my job at landing and all good. It just keeps me happy and I don’t need wing suit and I need to be sharp and unfortunately not on trial for jumping the Freedom Tower you know all of these good things I’m very happy just being a very normal boring skydiver. John McIntyre: Cool, let’s talk some of the PR stuff. I think that a good kick off would be I get the impression that there is a lot of misconceptions about PR and what it takes to get on in the New York Times The Wall Street Journal or CNN or one of these sites, so what are some of these misconceptions where people get wrong when they’re starting out and they may decide that they want to get on these sites. Peter Champagne: Oh! These are the separate questions. I mean the first thing you can stand the concept of being able to get in the Washington times you know that’s been the goal, but you have to realize also that if you work in an industry right where let’s say you are in NGO or fashion industry right, now might be great to get in New York times, but there are tons of fashion bloggers who might be just as important for you to get noticed. For them to notice you as well and so you know the Washington, New York times are always great hits, but they’re certainly not the end all be all of civilization. John McIntyre: And is that valuing going up to them? Peter Champagne: There is certainly value going up. We said this … New York times, yes that looks great you know when I have that on you know I have been on everything from CNN to CNBC. I was on the Daily Shows. I have daily shows on Jon Oliver you know, so huge stuff which is great, but keep in mind you know anyone can download those icons. It doesn’t necessarily mean you know you’re stuck. Key is to be able to coded frequently and be invited back by the journalists, because they were impress of what you had to say. John McIntyre:  Okay, so it’s sort of like into really small wind behind all this put there all live … on the sides. The big one is to getting into reference using an expert again and again and again and again. Peter Champagne Exactly, you know I mean I know that when I get it, when I know something breaks in the advertising marketing customer service world. I just stare at my phone because I know it’s going to ring in five minutes. It’s could be CNN or it’s going to be Fox News or it’s going to be the New York Times and that’s years and years and years of honing my craft, reaching out to specific reporters only when I have something valuable for them. John McIntyre: Okay, so it’s a bit like for example like my thing is been email marketing plus … so bit like I don’t know how many of these people on these major news networks need to talk about email marketing, but let’s say every time that they needed to be like having a relationship with John McIntyre the email marketing guy. So, every time you hear about marketing or sales funnels I guess they call me up. They say hey we need to line about XYZ for this article. What you got to see? Peter Champagne: That’s exactly how it works. That’s exactly how it works. So, the best way to get that in several ways and the first thing is you know when you understand what you’re doing, when you know your information, when you know your shit basically. You know there’s nothing wrong with sitting notary reporter. Hey, I just want to offer this, offer myself the next time you need you know first of all let me back up; go after the reporters who you know what they’re doing right. Going after a sports reporter for email marketing is stupid. Go after the right reporters, the ones who cover your industry. Very quick one paragraph to paragraph hey my name is Peter Champagne, I have been working in this space for years you know I most recently wrote this blog post or this book or this. I have done this or whatever would love to be a source happy to help you next time we are doing the email marketing. I could talk to this, this, and this. Let me know how I can help, here’s my cell phone, here’s my email reach out anytime. All the best, Peter! That’s it. That is that simple. John McIntyre: Interesting, and are you … to these people. Peter Champagne: Oh that’s easy you know what do you read, where is your information as long as you know what that is you want to simply be able to go after the journalists, so like for example if you read the New York times they have an advertising dictionary, now find that was journalists are and all the email addresses are always the same. They work for the times, first letter and last name at nytimes.com you know they all have the same thing. They all have the same types of emails we see attached to them and you know it’s between that and Twitter it’s not hard to find out what people are talking about how to reach out for them. John McIntyre: Okay, so it sounds like the first step would be to go and say The New York Times among the right. I go to the business section and find articles that you know on the similar area. Look at the names almost make a spreadsheet of those names going to the Twitter accounts, the email addresses and then basically make a point of regularly connecting with them with information is going to help them create you know good stories just for the page. Peter Champagne: Exactly, your job is not to get yourself pressure jobs, is to make journalist life easier. You make the journalists life easier in your press automatically. John McIntyre: Okay and then how do you like you must be a busy guy. You are a CEO. You have got a ton of stuff going on, so I wonder how do you manage these sort of relations in terms of like checking with them, make sure you are helping them out and still have time to do all the other stuff. Peter Champagne: For me it’s really about knowing a certain subset of journalists. May a 10 -15 journalists who I know and what they do and how I can get their information and so you know I know what they’re working on. They have been on the show before. They know who I am. They trust me and I can re-chat with them let’s say hey! Just saw this story just broke, you know when fee for broke for access, I was doing hey guys if you are doing anything about the advertisers and what they’re dealing with people let me know I’m happy to get in touch with you. I am happy to talk about that. Should that landed me on CNN … and the bunch of others Fox all that, so it’s important to be able to and the speed is the key. John McIntyre: Interesting, okay, so it’s sort of like … like hundreds of journalists’ small sort of different places. Pick 10 to 15 like you know let’s just say 10. The top 10 places you like to be mention or feature or recorded and then just focus on making their life easier again and again and again. Peter Champagne: Exactly, and again reach out when they don’t have anything big. When there’s no deadline reach out hey! I know that you know it’s the easy week for like I offer my services. I know people happy to talk anytime, feel free to call me. You know if you reach out at a deadline they never heard you to complete your email. John McIntyre: Okay, okay, so it’s one thing you can just check in like Hi my name is John. I am an email marketing guy and if you ever need anything to do with this sort of stories, you need to get connections to people just let me know, that sort of thing. Peter Champagne: Yeah, but also think about what else email marketing has to do it. So, it’s email marketing. It’s which is marketing himself, its advertising. John McIntyre: Yeah! Peter Champagne: Everything related, next time U.S. government bust someone big for spam. John McIntyre: Yeah! Peter Champagne: You can comment on life spam is not a good thing and then what you do differently and how you help it to make it better. John McIntyre: Okay, I like that, so it’s certainly it’s not just whatever the specific things, for me its email marketing, a lot by the way this can be different things. It’s that specific, then you’ve got all the different related things that might help to sit down and say brainstorm used to call the primary topic which let’s say … all the things related to that could be spam, it could be like email marketing software enterprise stuff, could be sales force, anything to do with like sales funnels. Peter Champagne: Exactly, figure out where the market is for what you’re talking about. Figure out where the current trends are and things like that. John McIntyre: Interesting, ok, ok and let’s say do you have like this is something that you do you personally or this is something you have an assistant. Peter Champagne: I personally like doing it, so I tell to do it personally. I enjoy it you know you can have an assistant too as long as they’re you making sure they’re doing the right thing. They’re doing the right, they’re not spamming reporters. They’re not wasting time, things like that as long as they’re giving reporters what they want, when they want, you can get some good stuff. John McIntyre: Interesting, ok and then imagine what happens is let’s say you featured on CNN and you get on this TV show and that TV show and that sort of thing. Then what would happen and other people … because you focus on the 10 or 15 that are maybe the super connect let’s say that other people see you there. Peter Champagne: The second you end up on television you will start getting calls from other television stations; they all watch each other constantly. John McIntyre: Interesting! Peter Champagne: Same thing with newspapers too. John McIntyre: Right! Interesting, it sounds like one of those things where it’s really, really hard until it’s not anymore. It goes from like hard, hard, hard, hard, and hard. Peter Champagne: It’s a great answer. John McIntyre: And then once you’re on TV once, it’s like that it’s just a matter of keeping the momentum going and it’s a lot to that point it’s relatively easy. Peter Champagne: It really is and you know it’s beneficial to me you know when I get on TV it will see me have been hired from people who saw me on TV,  I meet new people you know it’s great and it helps a reporter and you never look today’s state during a reporter at you know … might be tomorrow senior producer at CNN worldwide. John McIntyre: Right, right, ok! How much time would you spend on this, like I mean from… Peter Champagne: 10 hours a day maybe. John McIntyre: 10 hours a day. So, tell like because the way it sounds like maybe I think about this too much. Peter Champagne: Here is different thing. So, let’s down among the subway heading to work in the morning and I’m reading the paper, I’m reading an article. If I see something interesting with the reporter that I could help a reporter with I make it note of their email. Later that day I figure out their email and send them a note and for that will be doing this before you reach me. I have been featured in these places, I talk about the stuff, I’m here reach at anytime. John McIntyre: That’s it, interesting. So, just have a scan of the news each morning on each day like Mondays New York Times day, Tuesdays… Peter Champagne: Just whatever happens to be reading. I mean people love it Google news alerts as well. John McIntyre: Yeah interesting, sounds pretty simple. Peter Champagne: It’s really not rectified and especially I don’t recommend help a reporter because I started a recommend help a reporter because it’s useful, if you haven’t signed up for helpareporter.com, do it. You get emails three times a day from journalists looking for pretty much what you do and if you can reply directly to them you get quoted. It takes about five seconds. John McIntyre: Okay and do you use now for yourself? Peter Champagne: of course, yeah, I still use it. They might be journalist who I have never heard it before someone of something. John McIntyre: Interesting, interesting, very cool and so this, when you just start all this stuff? Like, how did this, what’s the back-story on this? Peter Champagne: I wish I knew. I started to help reporter back to the 7 tons of journalists are always call me and ask me for more info in terms of reporters are coming up, ask for these new people you know and that became easy and overtime I just kept doing it. It was for me it was let’s see how I can connect people and do whatever and you know it just became a business. John McIntyre: It sounds like that’s funny like a lot of businesses that grow out of those sort of things, it’s like this is not no one was trying to start a business in the beginning, but it just grew into something because there was a need for it. It sounds like a big barrier. I have noticed with the podcast that you know the video right now for example like this is … episode a 120 something like that and a lot of people over the years lost it two years of doing it have asked me you know how did you get you know … these guys John Cult or Jerry Marsh. Peter Champagne: Of course, of course! John McIntyre: Ok so this market is big guy market has been wrapped in 10-20 years like the big names in the industry and I mean when I first started this was two and a half years I did this. I actually created product at the time. They can always enjoy the … was any good because it was the first time I created products, so I was feeling a bit insecure and worried about someone in the interviews with 12 different experts in the email marketing industry, so with the products side, then I could have the least say well I go with the school interviews in that, but after doing that there was a realization of Oh these people, they’re actually not that hard to get in touch with. They’re really just an email away and a lot of times if you’re cool and you not spend and you just you make it in their best interest, they usually really helpful and they are like well let’s do it, let’s do apodcast, let’s have a chat, let’s whatever happens to be and to them that became that’s when in the podcast was like will join … and let’s just email in, I mean John, I told the story few times or anytime …  having the follow up something like fifteen or twenty times before finally go booked in, but the trick was just literally, just getting, basically just emailing people and sounds like to say near a lot of PR’s too hard. Its gonna take like me I’m going to take too much time, it’s difficult, it’s expensive, but it sounds like it’s you know ten minutes in the morning and maybe make a thing of sending, I’ll send one email a day to the journalist and just do that every day and just make a part of daily business Peter Champagne: I agree completely you know the same way you read the paper, the same way you watch TV news, the same way you answer your email. You know you just need to include 5 minutes this everyday and … everyday into your world and eating a part of what you do it’s really that simple. It doesn’t require that rocket science, it’s nothing like that. John McIntyre: Right, right, what some of the mistakes that you know he’s talking like this before and there any like I mean obviously like spending them and being what to sell. Peter Champagne: Yeah, I mean the number one thing you can do is email them and say Hey write about me, cover me without actually knowing what they cover, without giving them a story again. You know it’s one thing to say write this about me and no one going to listen to you, because hey! I have a great story idea you know … seeing this trend in the industry, I think this may be something worthwhile for you too and you know if it includes you all the better, but you’re doing them a favor, you’re helping them, you’re writing a story for them. John McIntyre: Right, right, interesting, interesting and it sounds like that I’m surprised by how simple this is, it’s just kind of like I thought this was going to be a long conversation, but now i have got the whole plan out. Just sit down for 5 to 10 minutes a day and just do it. Peter Champagne: Exactly, exactly! John McIntyre: Cool, alright you see I take this a bit longer. I feel like we’ve covered it. Peter Champagne: You know look at the end of the day what you wind up having and you wind up having a lot of people who say Oh I really want to do this, but never work, I don’t have enough time and whatever. You make the time for things you want and it’s not that difficult. John McIntyre: Right, absolutely, absolutely, cool. Thanks for coming on the show man. Like I simply made it, now I’ve got no excuse for going out and getting on this, so I hope I will see you on TV. Peter Champagne: I make you a deal I hope you get all your press and you write me a couple of killer email templates. John McIntyre: Alright, let’s wrap it out, if people want to get in touch with you, want to learn more about you, what’s the best place for them to do that? Peter Champagne: My entire world is online at shankman.com and my email peter@shankman.com and I am at Peter Shank man at all the socials. John McIntyre: Peter! Thanks for coming on the show man. Peter Champagne: Thanks! The post Episode #121 – Peter Shankman on Using Public Relations To Gain Business Authority appeared first on Drop Dead Copy.

Kavit is no stranger to the McMethod podcast – He only had one of the most popular McMethod episodes ever last time he was here. Last appearance, Kavit fleshed out his genius Insider Internet Success strategies. We learned his methods to go from nothing, …to transforming a simple idea into a six figure successful business. But this episode we are hammering down on Kavit’s new campaign and launch strategy that is clicking on all cylinders as we speak. His latest launch canters around the one thing that affects 98% of entrepreneurs wanting to have a launch.. ..the perfect business IDEA. “How To Have Your First Profitable Idea” is what he’s using this advanced launch strategy on… …but this strategy works for ANYONE providing a service. Kavit dives DEEP into his engagement driven funnel (which includes more than just one). Folks, these are VERY comprehensive funnels (not just one or 2 autoresponders) These funnels stacked and interwoven in a very intricate way that then creates an ultimate personal experience that breaks down pretty much all sales-stopping barriers. You WILL need a notepad. And you WILL feel overwhelmed. But this is email marketing at its finest. And with the softwares mentioned, it’s really not that hard to set up (and completely worth it once you have it up). Listen in now to Kavit blow us away yet again with his campaign and launch-funnel strategies.   In this episode, you’ll discover: Kavit’s GAT idea finding process (generate, analyze and test to find your golden business idea) the powerful engagement driven funnel that lets your subscribers choose how to engage (and helps your conversion rates shoot sky high) a reminder technique that is the backbone to Kavit’s engagement driven funnel success  real-time funnel evolution methods that rely on behavior to cater to people’s needs how to build continuity that is necessary for people to follow along your video and email sequences why it is important to come up with steps to introduce your product (and how to create a story arch that helps subscribers follow those steps) the ideal time to start “selling” (learn the best place to start pitching your main product within an engagement video or email sequence) two differing opinions to automating your email-checking (learn if outsourcing your inbox is for you) Kavit’s early-bird email technique that generates extra sales that would have not happened without it (46% of his early birders buy!) the Ask Me Anything email that gathers up bunches of sales from those who are on the fence the webinar-invitation-series secondary funnel that pitches non-buyers (learn when exactly to deploy the three automated webinars) how to create 2 five-minute videos auto-sent to subscribers from the webinar to close more sales Mentioned: How To Find Your First Profitable Idea Scarcity Samurai Help Scout Asana Stealth Seminar Infusionsoft Kavit’s Insider Internet Success case studies Intro and outro backing music: Forever More by CREO   Raw transcript: Download PDF transcript here. John McIntyre: It’s John McIntyre here, the auto responder guy. I am here with Kevin Area. Now, Kevin has been on the podcast before we had a chat to that insider internet success and the basic …originally you have the only way that’s being reliable to generate sales and revenue base business has been email marketing. So, we talked about how to take care of my deal with … to launch and getting … to a business. Kevin really does, he is specialized in helping anyone go from nothing to having something whether it’s you know to a six-figure business online. So, freely a pretty cool stuff, now also you know also do the whole things …but today the reason why we had a chat is about doing another podcast on a campaign launch strategy, that’s been working for him and we had a chat about that, so break it down into sort of an action plan, you can apply yourself today. Kevin! How are you doing man? Kavit: Yeah, really great thanks, I really enjoyed being on the show last time and specifically wanted to say that some of the feedback I received and comments from some of your listeners was fantastic which is why we chat again simply because it seems like caliber of people listening is just really good and hopefully they are taking some of the stuff applying it, but they knew what they were talking about, so I really enjoyed that. John McIntyre: That’s cool, that’s good, it’s like a lot of people asked me before we you know did this podcast, before we … who’s this … the gentleman is standing and I think this two or three main groups. You get the beginners just getting started with copywriting and trying to sell … or something like that, when you have a decent sized business, may be low as six figures and then you’ve got a handful of people out there that are big players having it is that end of time to I am assuming ton of much time to email, but when they do there are some interesting people out there in the woodwork, so yeah it’s an interesting bunch. Tell me about this today, what are we talking about? This is your launch. Kavit: Yeah, so I mean in my work as we talked about last time and it’s very much the same right now. I have this main services automated business system and then twelve months I work with people to take there from idea to a strategy, to launch. We will do all the implementation. We get them up and running. We help them to grow their business, but for me I would say that’s two percent of my audience, like two percent of my audiences actually have an idea that they feel comfortable with. The rest are either, I have no idea or I have too many ideas, I don’t know which one to go for it to start a business and so I have to think about how do I address that market? How do I address right group of people? So, I thought about putting together a course. I did many, many surveys. I got a lot of responses. I read everything and to meet some people and I came out with this idea for the course call how to find your first profitable idea, very simple, very straightforward process based on my past clients and what they’ve done to find an idea. I call it GAT process, how to generate, then analyzed and then test your ideas to find your most profitable idea essentially for any business and I don’t talk specifically about the content, but I want to tell you a little bit about how I developed that funnel and how I automated it and all the emails that have gone into it, so much so that every day people are going through it, walking through it at their own pace based on how much they’re engaging, getting all the emails and communication and being very active in the funnel, all the way to the point of purchasing it and then when I saw that first funnel work, I connected up the second funnel to it  to basically catch all the people that are probably on the fence and to try to do my best to convert them again. So, we can talk about all that if you like. John McIntyre: Okay, okay, it sounds interesting. So, this whole bunch of stuff, one thing you mentioned before we actually started was you called it an engagement driven funnel. Can you explain to me, what do you mean by that? Kavit: Well! There are so many people that create auto responder sequences or content sequences where they just send content after contact, email after email, video after video as so many result to them and that’s great and you should be doing that if you are doing absolutely nothing, I prefer to have it so that the people who are actually interested lead the conversation, so I’ll send them stuff if they’re clicking to tell me they’re interested in stuff. So, let’s just for example I created a series in order for me to sell the course that I created, the courses $297, but I wanted to automate the whole process as we know in order for somebody to buy something you have to get them to know you, like you and trust you and so how do I the first question you have to think about it while I thought about is how do you get that purchase down without you having to actively be there and so what I thought was to create a 3 video series and then a 4th video was a sales video. So, 3 video is the first one talk about the g8 G process and the g80 sequence. The second one talk about analysis in the g80 and the third one talks about testing which is the third tee there, so I thought about creating 3 videos and if I create three videos and shared some activity that somebody could do in that first video that they would get some value and they want to go and watch the second one. So, and then there for the third one, so the engagement driven funnel is based on the fact that they actually watched the video and if they don’t watch the video they don’t get the next video. So, by then clicking the link to go and watch the video, they will immediately the very next day get the second video. If, however, I send them an email on the first day for them to go and watch video one and they don’t watch it on the second day they won’t get video two. They won’t get a reminder to go back and watch video one. On the third day they’ll get a reminder to go back and watch video one and so again on the 4th day until and I’ve done it for four days, so within that four day period they will get reminders to go and watch video two, but anytime they click to watch video two whether it’s the second day, third day or fourth day, the next day video one rather than the next they’ll get the next video essentially. John McIntyre: I like it, It think this is a really cool way of doing funnels and like I should call it amazed, I mean lot of their ways to frame it up or call it. I was doing something similar for a client few months back where they get on the funnel and unless they would send an email saying for example about search engine optimization, if they click the link in it they go into another campaign within a sort of a promotion and unless they block that actually have more and more reminder emails until they finally bought it. Then they just get transferred back to the main … going on there for another one pay per click market and then if they click that they go on through another campaigns. Why this idea of like behavioral re-engagement …  another way sort of like real-time funnel evolution when you get the sales funnel that’s evolving on the fly to the behavior of the people within it. Kavit: Right you the other thing about it is really important is that, imagine if you’re watching you know like there are just 12 episodes in a series of I don’t know lost or whatever and you joined the third episode, you might feel a little bit out of place because you haven’t seen the first and second one, but regardless you’ll still be able to pick it up from the third one, but with a sales video and sales video process … something when you wanted them to … and video two without this engagement thing and then send them video 3 the next day, if they don’t watch video one or video 2 and then they just watch video 3, I’ve built up a story in the first and second that is crucial to them getting to know me, like me and trust me in order to actually buy. So, if they just watch video 3 without even watching one and two they are likely to then actually buying is a lot more less than those who have actually gone through the process of watching the first and then the second and then the third. So, that’s why it’s really important to send them through this process, but obviously there are people that are going to get four reminders and still not watch video one in which case I made the decision to this funnel to just send them video two on the fifth day regardless and then maybe it’s like gets in the way, they go back and check it. They might know I don’t know, but even if I take them up on video two, I probably would have lost and if didn’t send them video two, so its better I just said that to them anyway. John McIntyre: Okay, I like this too, is like one thing that I will be wanting is I mean the lot of people would be curious about, this is one thing to go with this product and then I am going to create a funnel for it. The challenges while let’s say with this process called …BC process. I don’t know what it is, but let’s just call this ABC process and we’re going to make a series of videos about just like you have tried it if you engage in things they paid up watching the video or whatever, but you mentioned that there’s a story one that if someone gets video three and I am missing video one, it’s going to be a little bit out of the loop, sort of like you jumped into a you know a TV series halfway through. So, what’s the, I am curious what are you doing in this video, because it’s part of video they given the content which is the given to what and why and maybe a little bit of how, come-on how to do this process that you’re talking about, but how do you build this continuity through several videos and several emails? K: Yeah, it’s a really smart question and it’s not always easy to do. For me, I specifically as part of this course created the solution if you like as this thing I called GAT, so naturally they have to watch each video whatever time to get. Although, I’m going to tell you in the first video the GAT stands for generate analyze test, until you get to the second video, you know how to learn about analyze and a lot of people want to learn how to analyze their ideas because there are so many of them and the third is to test it and of course you’re curious about how to test the idea anyway, because you haven’t, you got you know you want to make sure it’s the right idea, so for me there is a natural flow you know in that sense that I think that everybody should be able to come up with some sort of steps in what it is that they’re selling and the easy thing about steps which you can’t really do with something like lost is that there’s a story line throughout it and you have to go from A to B. You have to go from B to C. You can’t go from A to C, you know you have to know what that missing step is and that’s why you want to make sure they keep coming back to watch it, but also right at the beginning of each video and at the end of each video you know you allude to the fact that in the next video here’s what’s coming up or in this video here’s what’s coming out and so that you continuously reminding them there are three videos. There is a series of emails or whatever it is and they need to pay attention to it. That way it’ll begin to unlock the free training that it is. So it’s all brand, for me its brand for free video course- the first three videos. You know you get all three in a course, but you have to unlock them one at a time by watching them. John McIntyre: I understand, I mean this is an interesting thing. A lot of people I have struggled with storytelling and that’s really all that’s going on here is you like storytelling you don’t like … you know story in movie just like a hero you know call to adventure and get a risk, but when it comes to like building a it’s sort of a story of course video like that, it’s actually really simple. I think a lot of people get a little bit mixed up in terms of how it happens and like you just said that you got the framework and what happens is let’s say you’ve got analyzing step in step towards that one you probably give each sale on the process, tell you how amazing is what you know how to actually analyze your idea and then you actually know how to test it, because when you can test it then you actually avoid spending all this money bla, bla, bla. You basically sell them on the benefits of the process and then say we’re not going to talk about analyzing testing today, today we are going to talk about the first step and then you do the same thing. So, that’s what you’re doing though this. So, it’s really just about you’ve got to get them emotionally and another key things you got to say we’re going to analyze later, works much better I think if you get them emotionally excited. Get them to feel desire inside themselves for understanding how to analyze and how to test and then you’ve taken away, you can update them to feel really good and then like I want to know that and then you say well I’m not telling you today, you are  going to get that in the next video. Kevin: Yeah exactly, exactly and you know at the end of the day the thing that you’re teaching must be something they really want and I always believe that you should always keep giving away your best stuff, so you know the idea with finding your best, the thing about finding your most profitable idea, well if you don’t find your most profitable idea you are going to make a lot of mistakes in the rest of your business, before you even start that mistake process, before even getting involved in potentially making all these risks, you can figure out right away, right now if your idea is good or not. That’s what a lot of people starting a business, so for me it’s always been that seem to work well so far. So, that’s how it kicks off you know you update on landing page for video course you get three videos, you go through it behaviorally based on the engagement of you watching the videos and you do that for three videos and after you do the 3rd video it unlocks the fourth video which is a bonus video, which gives a little bit of content, but ends up being the entire presentation for the course and that is on the sales page. John McIntyre: Right, so what we do, so just let’s take a step back …  so video one which is step one, video two step into step two, video three into step three. Kevin: Yeah! John McIntyre: And then at what point do you start selling? Kevin: Yes so here’s what I do. I actually basically add video two, mention that there is this course coming up that I will be telling you about very shortly, but if you would like early bird access, please put in your email address in the form that’s just pop below the video and what the form does which is really smart and I didn’t realize it before at the beginning when I started this. Something that I introduced later on is that those people that opted into the early bird access after three or four hours of waiting inside that form, I triggered another email which is a 24 hour early bird window to buy the course, before it actually launches you know in a few days and so I don’t tell them when it is going to launch. I just say it’s launching in a few days, because obviously they have to watch the third video before it actually launches, but what happens is they get the early bird access if they obtain, they get a twenty four-hour window to buy at a discount of $50 and they can go ahead and buy the course and I found that 46% here I’m looking at it right now, 46% of people who obtain it on the early bird when I hadn’t bought within that twenty four-hour window. John McIntyre: Wow! That’s pretty amazing. Kevin: Yeah, so that’s just an interesting idea, because a lot of people think, well let me just set up an early bird list and then I’ll put everybody in that list and then when I’m ready to launch on the same day that I launch I’m just going to promote to them. The thing about the early bird is that hey if somebody is actually interested in early bird, the moment they put in their email addresses is when they’re actually excited about it, so use that next 24 hours to really give them what they want. Don’t make me wait for it, especially if you can do that and of course you can automate all these different things and all of this is automated I don’t touch any of it anymore, I haven’t for months now and this entire thing still continues to work, so anyway, so what happens is, if they take the early bird route that’s what happens if they don’t take the early bird route, they watch with video two, the next day they get video 3, if they watch video 3, then they go on to video 4 the next day and if they don’t watch video 3 as usually get the reminders to go and watch video 3. So, but after you’ve watched video 3 you get video 4. Now, video 4 is basically the summary if you like and a couple of extra bits, I think I’m teaching in those videos and then in that video and then I go into talking about the course, the benefits of the course, the modules or however it’s set up, the bonus that I’ve put together, the people that I have interviewed and all those different things and then the price and the guarantee. So, a regular video sales letter if you like, but it’s me on screen teaching that and underneath the entire video sales letter is the entire thing written up as it sells the text sells letter, so you got a video on the page underneath it and got the sales letter, they have got the buttons to go ahead and buy. Now, what happens is that moving somebody gets the link to the fourth video which essentially is a sales letter in their email and they click it, it activates a five-day window for that page to be open and after five days the page dissolves or shuts down. John McIntyre:  How do you actually do that? What software you are using? Kevin: That’s …scarcity samurai. There’s a tool called scarcity samurai which plugs into WordPress and it basically set up the different permutations that I want on the page tapping on that. Also do that same thing on the other 24 hour window page which we just mentioned earlier. John McIntyre: Right, right, it’s a pretty little plug-in.  Kevin: Yeah, it’s basically very individual based you know so if somebody goes, if you go on it now you’ll get five days as a window and if I go out in three days my five days will start then and it will actually expire. Too many people have count downs on their pages and then when the countdown over the page tool is there. That’s just not right and you have to have you got a countdown, you got to make sure you take it down. So, anyway what happens is within that five-day window I sent out a series of 8 emails. It’s a lot, but I know emails works for me, so I use email very well in that way and in those eight emails essentially I’ve got you know what is the course, question and answer that people may have asked which I’ve obviously pre-written and put together you know who are the people that I’m interviewing, so biographies of them. What are the bonuses about and ask me anything type question email as well, which by the way is a really clever idea you know this whole short to sentence email that says hey I’m on … for 24 hours when I … this day and if you have any question this is an ask me anything type email if you respond to this email today that I’ll shoot back at personal response for you and the number of number of people that use that email and replies in same, so many of those turning to sales just by answering questions that they probably felt they couldn’t have emailed other wise and just buy it back one email going out in that sequence. It saves a lot of sales. John McIntyre:  Interesting, so I am curious yet, because in the last week I actually just outsource my inbox. You know I don’t know if anyone actually enjoys going to their emails, but I was like wow I could do this year on year, but few … just delegate my email, so never even have to login and at first just two weeks it’s no way, it’s impossible, I just I mean I can’t do that. That’s just not right, it’s not everything. I don’t know whatever and then I did it. I just go and set down for now and they feel our process and the emails are gone. I’m not responding to, I don’t even like into, I don’t even log into my email inbox with my business email for a week, it’s been wonderful. So, I’m curious here, because in my personal sort of what we’re at right now in my own sort of personal journey is very much like an automatic delegated phase when I am trying to figure out ways to like automate every facet of the business, so that then I can free up time to go into other things. So, some of those things to actually make a podcast, but the better reason I mention is this, because you said that and ask me anything you email, do you respond to that email or you have other people to do it.  Kevin: I respond to every email I get from my subscriber, yeah every single I love it. I just love getting to know what people are saying and thinking you know in my database and really understanding get into their minds. I have done this all the time. I just really enjoyed. This idea of outsourcing my email inbox I love it. I don’t know if I do it there. John McIntyre: So you like your emails. You love the emails. Kevin: There are few types of people that are emailing me. There is generally, well there’s three types of: the first one is my clients. I’m always going to respond to them. The second one is the people that are on my database. The fact that have taken the time to do that and read my emails responder and stuff that I’m writing, I respond to them as well and who knows one day they might actually turn into clients and then the third type is the partners you know the people that are interested in teaming up for working together on something or the other and they need my response too. So, the only thing that I would outsource which I had outsourced is my help desk which is really just refunds or questions or and is really not much of that going on, very little of that, so I guess, I just never been able to do it. I love the idea of it. I just never have been able to do it. John McIntyre:  Right interesting, there is a way … which is a little bit tangent, but I think it’s I mean … curious about, this is what I did said I want to go through the email and respond to everything that you can. All the stuff like comments, might be your refund, it might be a question about a product or something like that and so that’s stuff just reply to it and then what we’ll get, we got a Google … and one section is you know how just comment or sort of update like use all the emails I applied to and then another section requires John’s response and that’s just you know you know Kevin said that you know it’s ok to reschedule this podcast whatever date and then all our emails usually might say Kevin is to reschedule, because he’s had something come up. You know is it okay to book this same on Friday at 9 p.m. or 9 A.M or something like that and so I do lunch time every day about 4 p.m. I log in, open the Google doc, pull up my phone I get a voice recorder and just record my response to that, I just say that I am talking to Kevin that’s cool, and it takes me like two seconds to say a response through an email and usually get through the days emails about 10 minutes, like a 10 minute recording, …  the Drop box and send it to her and she goes … replies through and so far that’s great. Kevin:  Yeah it’s also you know it saves like a lot of time if email or something that you know I kind of live in my email. I check it like a few times a day and so yeah hopefully one day will be a better way of managing it, but you know considering the every other part of our businesses automated and email is the only part and I use a sign for my team and those are two things and two apps that I am generally most of the time in and Google Docs for editing and stuff like that, but yeah cool, so you know funnel basically there has an eight day I just take us back to that conversation, so the funnel is basically is eight emails and they are so timed that after the five days … and closes basically and after it closes this page comes out and redirected to a page that says hey the sales process is over or that the window is over, if you’d like to be notified for when we open in the future, then please put in your email address here and we’ll let you know and then what happens after three days those that haven’t bought going to activate into an invitation series, so that’s the beginning of the second funnel which is a webinar invitation series and then we invite them to register for a webinar and three times to choose it. It’s an automated webinar. Webinars recorded that now runs on stuff seminar and there is three times that they can attend. They can either attend at the top of the very next hour. They can attend at 11 a.m. the next day or they can attend at the day after at 7 p.m. This is a generally three rolling times that I have on there and so they can choose to attend any of those times and then you know there’s five emails and the invitations series if they subscribe it, if they clicked in and register at any of those then you know they’ll stop basically. You don’t get all five … the first one. So, it’s very much controlled like that based on their behavior again and then after this is really cool part, after they attend, after they register for the webinar they will get a series of two videos which they should watches as homework if you like to 5 times … videos that they shouldn’t watch and then they come to the webinar, they are primed to watch 60 minutes on you know how to find your very first profitable idea and whole training around that and then they get the pitch again to say that the window is open again for two days, the  whole sales windows open and then you know what happens is … seminar and my usual self campaign speak to each other and if somebody attends the webinar they get a series of emails and here is the link to go check it out. We are open for 48 hours and you can get it at this very special price and then they get two more videos the day after to say when I shoot very quick link  videos, one is to app to give you this added value and the other one is to answer some of these questions that people have been sending me. They can go click on the links, watch the videos me presenting to the camera and hopefully try to close as many sales like I am there and then if they don’t attend the webinar they get links to go back and watch the replay. All of that is automated. So, 2 days, another 48 hours window for them to go to that same sales page which unlocks for 48 hours and then closes again. Again all using those tools that I just mentioned and so if you buy it at any time in any of these campaigns, again all this hundred-percent automated, but if you buy any time in any of these campaigns, any moment we talked about, then the campaign stops wherever you are and you now begin to receive the customer only materials, so the members side, the access and that kind of thing. John McIntyre: Nice, nice, I love it. You have made things pretty awesome, but I love, I like comprehensive this funnel is know you just put few auto responders. It’s very heavy on the behavioral aspect. Kevin: Yeah, I think a lot of people first of all took a huge amount of time to set up. I’m not saying that it’s easy to do, but I would say it took about a month, solid month to really get a lot of it down. I was happy with the emails, sitting down and writing a lot of emails. Although, I am use to write an email a day, sit down and write like 20, 30, 40 emails and put it all and go back and review them, but it’s paid off. It will always continue to pay off so long as people keep going through the funnel, because it’s very well put together if I can say so myself and the stats look good so far, but more importantly the reason I created it is because you know this is why it’s such a great idea to put together a funnel like this and anyone else can do it whatever their business is, if you have like a really good service that you sell, that you sell well as your main service there’s going to be a lot of people that need a lift up before they can get to that service and this is one of those programs that help people do that. That’s why I created it and so if you have, you’re selling something that is a far reach first for a lot of people made, because there is clarity whether they need you or they do want that, but they’re not yet ready. What is that thing, that they’re not yet ready about and that’s one of those things that you could have a little lower end, you could automate the year after be involved with the people can go through and still feel happy about working with you. Can be a taste of working with you, but at the same time it can be giving really great value, so that they’re ready for what it is that you really want to share with them. John McIntyre: I like it, very cool man. I mean I guess it depends on the person, what is the best place for some of the stuff. It sounds like to find out if they have a profitable idea. Kevin: Yeah, a lot of people, the biggest issue with people starting businesses are they … right idea. In many cases it’s also a marketing strategy, right. It’s my sales strategy, but way before that is if I got the right idea and so there are the kinds of people that of course helps you know it’s tough for everybody, I think that some of the people that are doing exactly you know listening to this for example I probably not, I am going to make the guess if they’re not exactly the people that are still looking for an idea. They are now focusing on email marketing. I am building sales funnels and things like that, because they got their idea, but I’m using that as a case study just to show you that this is how it set up those automated funnel essentially. John McIntyre: Okay, okay, so if people want to learn. We are running out of time so I have to wrap it up, but if people want to learn more about you or more about this profitable idea, where is the best place for them to do that? Kevin: Yes sure, so my main service is automated business system. Basically, I work with people who want to take their idea, create the right business strategy, strategy that will get them in a sales funnel and use that they will get them two hundred … the very first … Then we do everything to help them build it and we launch it and we grow it with them to that point and I got a book of case studies basically that anybody can go and read and they’ll show you real people that have created these businesses and are doing very well with them and you can go to my website which is www.insider, that I N S I D E R, insiderinternetsuccess.com and click the button on there, that says download the case studies or so me the case studies and you can go ahead and download that book and have read of it and if you like to get in touch or ask me questions then ask me in the comments box you know on your site and John and then you can always get in touch with me on Twitter or social media or through the website. John McIntyre: Perfect man, awesome, thanks for coming on the show man. Kevin: Yeah, thanks for having me again. The post Episode #120 – Kavit Haria on A Highly Advanced Campaign and Launch Strategy That WORKS (action plans included) appeared first on Drop Dead Copy.

Five years ago you could successfully spend two or three bucks for your Adwords clicks, No matter what industry you were in. Some people call those the good ole days… …and other people hire Rob Andolina and call these days the good ole days too. Because even though those same clicks now cost at least 4 times as much, A well oiled campaign creates ROI that makes today’s prices negligible. And that’s what Rob does. He creates well-oiled, PROFITABLE campaigns. And not only does he do it with Google Adwords PPC… Rob handles it all whether on Bing, Yahoo, Google, Facebook, whatever. But Rob’s not here today to share tips about his prolific PPC chops.. Rob has insights on the latest form of advertising from Google: Click To Call Click to Call advertising directs mobile web browsers straight to your business line. It’s a big deal. If you’re a local business owner, YOU MUST GIVE CTC A GO. Will it work for non-local businesses? YES. Click to Call works worldwide. Learn the BIG RISKS involved with click to call ads (hint: don’t do it yourself if it’s not your expertise) Because if you do it wrong, you will lose A LOT of money. Learn how to make it work for your business. Also… Keep your ear out for a killer business idea Rob dishes out. It’s tried and true and you can literally start today (Rob has friends making 6 figures per month with this model and the best part about it is, it’s easy!)   In this episode, you’ll discover: the drastic differences between exact, phrase, and broad match keywords (and which are the most important to use for your campaigns) the BIGGEST hassles when dealing with CTC campaigns and how to make them far less of a hassle (optimization tips from the guru) how PPL (pay per lead) can be made into a very profitable service the magic fact that you don’t even need a website when running CTC (a domain and phone number alone will bring you all the success you need) what negative keywords are and how to avoid the damage they cause when implemented incorrectly the power combo of negative keyword avoidance and a strong CTA (if you have ads out there without CTA’s.. why??) the main things people do wrong when they handle their own PPC or CTC campaigns how to get UNBANNED from Google Adwords (get back on the good grace list with these simple tips) Mentioned: ClicksGeek – Rob’s Biz Ed Stapleton Jr. Intro and outro backing music: Forever More by CREO   Raw transcript: Download PDF transcript here. John McIntyre: It’s John McIntyre here, the auto responder guy. I’m here with Robandlena. Now, Rob is a pay-per-click expert specifically with Adwords and he came to me through a good friend of the other mutual friend Ed Stapleton. Ed was actually, I am going to credit Ed with one of the guys who really got me into marketing consulting and doing bigger deals and this was two years ago back when I was adjustment to time when he’s came, so normally just getting start up just sort of just learning the ropes, so having fun, making money, but you know Ed was there and you know we get on the phone, we chatting tips. Ed mostly have the …  he started his new pay-per-click agency and doing really well and Rob his business partner I think coming to the exact or having angle was anyways something … podcast, so I was like, I want let’s have a chat. So, here he is. I don’t know too much about him yet, so I’ll ask him in a minute to tell a story. Hey Rob! How are you doing man? Rob: Good man! How are you doing? John McIntyre: Good man! Good to have you on the show. Rob: Yeah! Thanks man, thanks for having me and yeah it … he is unbelievable man, because the sale stuff like I’m sure you’ve got some gold luggage from. John McIntyre: He’s … man. He is full. Rob: He’s a wild man with sales, it’s crazy. John McIntyre: I just realized, I don’t even know what … in a podcast. I don’t know if might have been like a wild … may be used him before I had the podcast we were actually chatting, I think it was crazy man he had time for us. Rob: Yeah it does. John McIntyre: He has never been on the podcast; yeah he needs to get on that. So, before you into the concept talk about in a minute which is this click to call ads that people are doing? A call only campaign in Adwords which sounds pretty interesting. Let’s give the listeners a bit of a background you know who are you and what do you do? Rob: Absolutely so as you introduced me former name Robin the … doing pay-per-click for Google bank, Facebook, everything under the … they are part of seven years full time for a long time for five years, eight hours a day all day, so this is all I do and kind of met up with our mutual friend Ed. Ed real nasty with sales, nasty with pay per click and we just teamed up and started our agency and then rock and roll in every sense. John McIntyre: Nice man, nice, nice, nice, okay there is a quick interest or sometimes I ask people that we go for the first 10 minutes in a good … sometimes it’s good and sometimes it’s been like time in a … quick, quick. Anyway good job, so tell me about this thing like pay-per-click I mean lot of people know about what pay-per-click is. We get Adwords, we get Bing, and we get face book, whole bunch of different stuff and it’s all good but so you specifically specialize in Adwords and bing and wow that’s pretty straightforward the actual logistics practicalities you know log in setup that.  You mentioned was this colony campaign which is where someone can search and make a phone call. So, tell me about that. Rob: Yeah, absolutely, so basically colony is something Google they use to dabble on it like 4-5 years ago … stop completely and turned it off and they just brought it back this February. So, essentially you can now run ads to only people who search on cell phones and the ads have a little apartments says cause. You are essentially just … ads and then people can click and call you rate out the ad, which is cool because on search I mean you have to go to a landing page and you have to converse into a lead. With this, I mean you just hit call on the collier right from the search engine. I mean if you’re any kind of tradesmen, like Plumbers Dennis you know electricians whatever it doesn’t matter contractors, I mean this is really great man and you can join the ton of phone calls. John McIntyre: Right okay, so I mean suppose this is all about the search, but you know let’s say I am a plumber in Sydney and I get some phone calls, so what should I really expect like to pay, what should going to cost me and how many calls? Rob: Here’s the thing about the pay per call to which they Goggle or you know they look to hype themselves up a lot. I think a lot of people got a little confused with it when it first came out because they thought it is just the same as search and it’s something that it is but huge difference is that like say you are a plumber in Sydney will search term like you know plumbing contractors Sydney. My cost is 412 a click in regular search but if you during that call only it’s going to cost you 8 bucks. John McIntyre: Eight bucks! Rob: Yeah, so now they really jack the prices on the calls because I mean obviously calls are worth a lot more than just somebody visiting your website. John McIntyre: Call mostly worth I mean like repeat your clicks to assign, trying get a phone call, getting a call like conversion rate from my visitor to call like 20 percent if it was high so double of price that’s pretty good. Rob: Yeah, and specially like a lot of guys and some of the SEO and pay-per-click group,  they do a lot of PPL deals which are pay per lead, so got something like a homer in the like hey! listen XYZ plumbing, I’ll send you phone calls of people who want to talk to you then will … your service and they’re in your location and I’m going to charge you $100 per phone call or sound like that. I mean some of these guys you wouldn’t believe that they get like several hundred dollars for phone calls. It’s ridiculous but on a lower end like hardbacks you know 60 bucks whatever I mean you can drive a call for 20 bucks, 15 bucks where ever it is. I mean you have a nice profit and the call just keeps coming too. The convert are higher. John McIntyre: Okay so this brings another question. Are you making to sound really easy? So, if I am a plumber in Sydney and you know I have been this in the first 5 minutes is am I going to screwed, I can give you this myself. Obviously, it’s not as simple as that, so why would you hire an expert for this? Rob: I think this is what happened at the gate. These people find ok we’ll sustain research, so I’m just going to do this myself. I don’t need a professional; I don’t need an expert in anything and then they got killed because most people don’t understand like this is a lot like search query and the fact you have to have a negative keywords on point and I mean that in the aspect of like ABCD negative keywords. John McIntyre: What sort of keywords? Rob: Okay, so negative keywords are let’s say the keywords were going after plumber in Sydney Australia whatever. A negative keyword would be something like plumbing career training, so that’s a keyword that has nothing to do with generally lift your businesses just to somebody, but Google will show your ad to who searches that. So, that’s what we do is we grab that keyword and we negative it. So, we’re saying Google we’re going to negative this keyword so you know everyone show for this keyword, essentially when negative keyword is and a lot of people overlook this and get killed of clicks for relevant terms and stuff like that. Now, the differences between regular search and the colony is that the call only is way worse and what I mean by that is they will throw everything at you to try and get you the spend net  $8 a click or $10 a click or whatever it is. John McIntyre: But if you I mean if you are going on, if you are advertising like I am a plumber and then someone search for plumbing training services, they wouldn’t call me with that. Rob: Oh! He will be surprised. They will call you and then no one ask you if you are a school or if you this or that people is, even if no matter what you say in the ad, doesn’t matter. They will still call you. John McIntyre: Interesting, okay, okay and then some … try and throws many of those ads at me, for me because I want to make much money as possible. Rob: tries to traffic that they don’t know we response to buy. John McIntyre: So, the big risk is if you do this wrong you are going to lose lot of money. Rob: Oh! Yeah! Big time, I mean I’ve seen I had clients who used to manage themselves and literally would spend thousands of dollars and have zero leads, nothing and will come in there in six days cleaning up and they are getting steady leads. I mean it’s all about negative keywords, your call to actions in your ads, I mean join your marketing guy … call to actions, but don’t even do that, it’s crazy. John McIntyre: Interesting, interesting, okay. So, tell me some stories? Tell me about like what’s good stories, so like what have you seen like you mentioned some guys when you coming in they are not making any money at all and then changes, so talk to me about that. Rob: Yeah, I am start to thinking where I can start, here are so many. Most of the clients we pick up they are actually come from market name any name is but like the four biggest pay-per-click agencies. I mean do a Google search and see those people and the problem is that those guys that the bigger agencies like that that have like 500- 700 thousand clients on Ad words … pretty much. So, they’re going to pick up like Joe XYZ landscaping and they’re not going to care. They’re going to throw you in the scheduler and they are going to have somebody looking your account, maybe once a week if you’re lucky and nothing ever gets done and they don’t optimize anything, they don’t look at your actual search query keywords, they don’t optimize your ad text, they don’t ad negative keywords. I mean they do, but not as often as small fish like we do in our campaigns all day, every day for every client. Every client being looked at every day and the biggest thing we learn into a lot is that people who do it themselves, I would say and they just still have one ad group with 150 keywords in it. There’s no match type for anything. Do you know what match types are? John McIntyre: No! Rob: It’s like exact match, phrase match, broad match. So, exact matches are like plumber, find a plumber in Sydney Australia. Only when someone searches that exact match, exact keywords and your ads going to be show. When you phrase match it can show for that keyword plus additional words after that and broad matches are like the … search for everything related to plumbing. John McIntyre: Okay, so what should we use in? Rob: A mix of all actually and there’s a technique to it but from the main part for people who are going to try it themselves I would stick with exacting phrase when you’re starting and just have your negative keywords really good. John McIntyre: Okay, okay interesting. Rob: Yeah, but a lot of people we deal with, they come from doing themselves and it’s just a mess and there’s one ad group of million keywords and nothing is optimized. John McIntyre: So, give me an example of what was the recent client’s that you worked with and more was this … there it can’t when you first you know to give the name of the client, what was their account … when you first met them? Rob: There was one guy who’s doing hard on now is killed man. We had a limo client based out in Colorado and he had some guy who was like a member of a church or something managing his campaign for him and in exchange he can take free limo rides with his friends. So, you can imagine how that went. I don’t know. It really is many and the guys are really nice guy and solid businessman and he does really need some help and he actually came through us and we clean them up and going into the account was just a mess. John McIntyre: When you logged in what was wrong with that? Rob: There was one Ad, there was one AD group. There was about 15 keywords and they all were like irrelevant broad match keywords, so the guy and there was no location settings setup. I mean the guys in Colorado the limo company is getting calls in California. California and New York, Austin Texas, I mean all over the place and he had two qualifying leads that were about it. The whole time he runs the campaign. Now, the guys getting I think like twenty seven days a week plus. John McIntyre: Nice! Rob: Oh! Yes, he is killing man. He’s doing so well. John McIntyre: Say all may … in a if you do the previous guy, he just lost his Limo rides. How do you feel about that? Do you feel guilty? Rob: I told you know I told Adam, like listen man next time we talk to … I may tell the guy out. I know this guy coming back … at all. John McIntyre: When you go to Colorado you get some free Limo rides down town, right. Rob: That’s what I am saying man. I am expecting it now. John McIntyre: Okay, what’s the worst like I am curious about like there … some crazy stories where people like almost go out of business? I mean they actually do go out of business, because they screw out of pay-per-click. Rob: This guy, the limo guy was I mean do we like to came from, we get once a while he was down like a couple grand marketing be under $10,000 a month and now he’s over 40, I mean he’s killing. John McIntyre: He must be really happy now. Rob: Yeah, he’s really happy and I mean he is one of a small bunch, but there is another guy was actually came here a while ago for a drug rehab center and it was like a big-time brand drug rehab center and they had some company who’s charging like $10,000 a month to do it and I popped in there just to take a look as he was friend of mine and it was a mess. I don’t know how he can justify charging so much money and they were getting like no leads and there were like couple of phone calls a week, like 2 or 3 phone calls  a week, but they end up phone calls cost like $180. John McIntyre: Wow! Rob: Yeah! John McIntyre: Yeah I am here. Rob: Sorry my internet is like kicking out of the arena. John McIntyre: All good, all good, so the phone calls you’re saying spending ten grand a month with this company. Rob: Yeah! John McIntyre: And then how many phone calls they were getting? Rob: They were getting like two or three phone calls a week, but there are the phone calls that I am costing like $100 for each phone call which is ridiculous. I mean the industry total costs me like 30 bucks, maybe, I mean that’s a problem with this industry is that there’s a lot of bad actors, I mean like any industry really, but they give us a bad name and then so every time we go closed and explain why we’re not going to do this or why we’re not going to do that. It’s a hassle. John McIntyre: Yeah, interesting, interesting, okay. It sounds pretty cool. Rob: Yeah, I’ve been doing it from a long time and last stage of the year I mean it used to be so easy, like five six years ago there wasn’t much competition as there is now and I am meeting the clicks for like 2-3 bucks for pretty much anything. I mean I have a client in the health insurance industry. All he does he just channelize health insurance leads and he gets like 2000-2100 some leads a week. They guys spend ton of money but the leads are like nine bucks a lead. I mean that’s like the most competitive industry and especially with all the health care stuff going on. John McIntyre: Okay, so he’s buying leads with the click to call you mean? Rob: No, he’s actually searched generating leads. He has got a whole crazy stuff and a funnel and everything and he just cranking out to leads research, but my point is like they used to be so much cheaper. I mean 5-6 years ago you can get those leads for like 3-4 bucks, like now like 9-10, sometimes 12 bucks. John McIntyre: Yeah, but then now you can go through every … phone call which is even better. Rob: Which is really cool, yeah so, I mean actually moving a lot of people over to the click to call stuff, especially they call local guys, because I mean that’s just great for local businesses, I mean they want the phone calls. John McIntyre: Have you seen it work for anyone else? Rob: Who do you mean? John McIntyre: Like let’s say I’m selling pay-per-click services like you guys and I am based in New York, but I can be realistic, like I can take clients from anywhere. Rob: Oh! Yeah! That work for anybody. It doesn’t really matter national, international. I mean I at least don’t like campaigns I start with like a small radius area and then I’ll tweak it holds running smooth and I’ll just keep experimenting the area like national  and international clients. But no personally myself I haven’t done any clients yet. I am really looking forward to it. John McIntyre: That will be fun. Rob: That will be really cool. John McIntyre: Yeah! Okay, let’s say what else? Let’s say I am a plumber and I am doing my click to calls that mean I even need a pay-per-click campaign. Rob: What do you mean? Do you mean the search campaign? John McIntyre: Yeah, like other than the click to goal. Rob: If your goal is to drive you the phone calls, so if we got your AdWords set up and we get your click to call campaign going, I mean we are driving your phone calls a weekly basis and you’re good to go slaughter on pretty much, all we can do is pop in there and clean it up when it’s needed pretty much. I mean once these things get the biggest hassle is optimizing the campaigns. Now, what I mean by that is tweaking the ad copy, tweaking the keywords and negative keywords you know all that stuff and then once you finally I say the first three to four weeks of doing that is really tune it up after that, I mean it’s pretty much smooth going. John McIntyre: You just learn to run. Rob: Yeah man, I mean it’s popping every other day pretty once for the ones that are running good and just clean it up and then move on. John McIntyre: That’s pretty awesome. This is pretty hands off at least once after the first month its pretty hands off. Rob: Yeah, I mean the hard part is the first month. I mean you can’t get it all working correctly because there is a lot work involved in that. John McIntyre: Interesting, because it’s fine because this was original. I suppose this is still now the email marketing podcast. You know I find it interesting with the marketing guests and it’s fine to click to call, that removes the need for even a website.  Rob: The only thing you need is a domain. I mean basically the phone number that you use in the ad for the click to call. It has to be domain that you list and ask you for verification, so as always the numbers same. You can even create like an unbalanced page and just a blank page with the phone number on it pretty much. Have you ever done a pay-per-click stuff before? John McIntyre: I have done. I have actually got myself permanent … from Ad words a couple of years ago promoting some online service. So, how do I get back, because you are the pay-per-click expert, so how do I get back? How do I get through that man? Rob: You got to call a man in and go after on the phone for a good hour, it happened with me before. John McIntyre:  Oh! Really okay, so I can …  talking on the phone and bell, bell. Rob: Pretty much yeah, little … little. The biggest thing with them is that they don’t want people to think that they’re spamming our users. Obsessed with their users and I mean you just call like listen man this is like Exxon years ago I didn’t know what I was doing, but like to do to fix this. How to make an array you know I mean unless there was like some serious violation which in some cases it’s just listen you’ve done forever like … unhappy. John McIntyre: Okay it was online service CBRH. I just basically I had a landing page. I don’t read the Terms of Service which is my fault, but I mean you might have a cinematic content on the page, so it was not the … page. Rob: Yeah! John McIntyre: That was the mistake Rob: And it’s crazy, I mean it’s not an example of why they dump people for the stupid of the reasons. John McIntyre: Crazy, crazy Rob: I am in a same situation. It was like four years ago and I had actually going to squeeze page and then I deleted the URL of the squeeze page I was using in mid of the new one, but I pause the ad and audio I always ended and never changed it and they banned my account over pause ad without warning and I was like are you guys kidding me? I was like freaking out on the phone an hour. I need this fixed right now. I was like freaking out. John McIntyre: Interesting get on Google. I read story about Larry Page and one of the guys. He was like custom service, it doesn’t scale, so it’s bullshit. Rob: Yeah! John McIntyre: Oh Yeah! Funny mentality, one thing I adore of the minute we go is this means, because like right now small businesses around the world spending whole bunch of money. They are getting website bills thousands of dollars. You know hiring guys like me to set up some sort of automated marketing campaign and now literally all you need going by the main, put a one page website under the phone number on it and you can just drive Google Ads and hire someone like you. Rob: That’s true! John McIntyre: It means you need a website like you just totally, it’s great. Rob: So, specially like that’s why I am saying about those guys and I’m friends with them in my group, so I … pay per lead guys. I mean it’s a sweet for them, because they fought all the cash if these guy leads. They just sell up a standard agreement and like listen you agree to pay 150 – 200, whatever per lead. Here is the term that you know making a qualified lead and my job is just to send you phone calls, that’s it. I do nothing else to send you phone calls. So, I mean this is just a sweet deal and it’s the profit margins are crazy and now even with Face book, actually my brother runs the social media marketing company called social manage and they do like ads for like facebook like high intends ads for like lead generation and next to just told me yesterday that Facebook will allocate call or call button for their ads which that will be sweet because you know I’m sure you’ve done some Facebook you’ll say cheap those clicks are? John McIntyre: Yeah! That will be damn, how man, that’s crazy. Rob: Wait we signed clicks and if you enjoy phone calls you know. John McIntyre: You go on selling for 200 bucks. Rob: $15 made in couple of hundred hours. John McIntyre: You’re saying you have got friends that are going on there and basically doing like elegance. They go and set up a campaign. They buy these calls for 10 bucks. We returned to the client take $200 payment for that at lead. Rob: That’s it! John McIntyre: That’s it! What a great business model. Rob: Oh my God incredible. John McIntyre: Damn and that’s what we… Rob: In the same aspect or kind of stuffs because for guys like us your agency’s the stuffer SEOs.  SEO’s specially you kind of like put them out because they are like listen why would I pay you X amount of money per month and that drama crazy results for three months. When this guy saying hey man I enjoyed your phone calls like this week you guys sign any budget. John McIntyre: If I was going to go on the pay-per-click route, I have been thinking right. That sounds like I kill a business especially I got lead generation model Facebook comes out buying for like 50 cents selling it to $200 that’s insane. Rob: It’s not insane especially you know Facebook too. They are only going to perfect even further. It’s like pretty wrong right now, but they’re going to tune it up for sure. John McIntyre: My God man, if anyone listening to this I want some business idea. I think that’s a great idea. Lead generation with oh! Man that’s awesome. That’s like a 20 times … all you really need is just some sort of software scripts to … those calls. Rob: That’s it and I mean even do stuff like what is it call fire or call … or one of those like numbers you can track you know user for a client is quite a … you need  a number. That forwards our business, you can track all the calls I mean some of these guys are real killing me. I mean like six figure months, like it’s pretty crazy. John McIntyre: Easy man, because all you do I mean it just scales another… Rob: Yeah! John McIntyre: All you do you want some software setup. You just kick back and just double down your budgets on the Ad words. Rob: That’s valid John McIntyre: This is really cool. I just want to know how the trick could be finding those deals. Rob: Yeah I mean you surprise to a lot of them you know just put this way you go to any business owner you throw the pitch like listen there is no risk on your part. You’re not putting money, you are not doing anything, and all you’re doing is taking phone calls from somebody who wants to talk to you by your servers. I mean who’s going to say oh no screw you man. I don’t want to talk to you and you know I mean I imagine I haven’t done any pay per lead deals yet, but we are actually got a few bro and they were trying to go with. I mean I feel the sale for that is just so much easier to clause. John McIntyre: Totally like you’re seeing set of a whole system. You might get too lazy; you might get … when you’re paying the email. You’re paying my fees or it’s just that there is a risk you need to identify, like you probably need to have some idea. Ah! We do this because you have a different campaign for a client you are offering to do. Basically doing what you’re doing for your clients right now, instead of challenging them upfront their management fee you just charge in per lead. Rob: Yup same thing, so there’s risk on my part and that’s something that you know they love to hear when you’re pitching them. John McIntyre: That’s the irresistible often. Many clients do with copyright, like this is risk. It’s like I will pay you 200 bucks a call if you know that you don’t want to have 3 phone calls on close and making five grand every time like the sale. I’ll spend two grand every time to make that you know. Rob: Absolutely man and then this isn’t such an easy sale and the best part is like once we do a few of them, I mean we know what to look for, we know what industries began killing in, so now got to do is the sticky attack dogs on line a people up. John McIntyre: That’s a cool idea. Rob: And I’m telling you man that if your listeners like that business model with even the Facebook Ads if calls are too expensive you in starting, do the Facebook ads news feed ads with the call features. John McIntyre: Is the call feature released on Facebook? Rob: It’s on Facebook right now. John McIntyre: Damn! Rob: I think it’s something we are at right now. It’s like with local ads or something, but you can pop in and look at it, but you can play around with it, but they’re going to make it for everything eventually prior next few weeks. I mean doing Facebook is so cheap John McIntyre: This is nuts man. What are you doing you go and enhance your business. You just go and buy leads from Next Mark one of those leads you know lead brokers. This is about saying a million bucks a year or stuff like that in the certain industry. Just got pass like it’s such an easy offer … leads done. Rob: It’s crazy! John McIntyre: There we go, we … business right there man. I mean I love this, you buy you know it’s kind of like the … you know cool like people. It’s crazy and it came from Necker Island actually. By the time this podcast real live in couple of months you just be backed up, but the time of this recording which is what May right now. I just came to Necker Island with Richard Branson and so hanging out with 30 other people there and anyone got this like some of these guys building like… they do … stuff, are just crazy, crazy stuff right and the cool ideas like he is another one and he is coming like ah man this is so much cool stuff to do in life or business, have enough time for it. Rob: Wait you and Richard Branson. John McIntyre: Yeah! Rob: That’s amazing, that guy’s a freaking legend. John McIntyre: He is a cool guy. He is a bro and we were like so there for a week and every night there was party, a custom theme party whatever. He was dressing up. One night he dressed up as, he did a stunt you know year ago some of the … where his dad was the CEO. You heard about this? Rob: No, no, no John McIntyre: So, he had a bet with the CEO of air asia which is a budget airline in Asia and Africa and he lost the bet and had to dress up in an air Asia girls uniform, wear makeup and serve customers on the first flight. He did it, he lost the bet. He did that and then he wore that costume. He dressed up with makeup on you know more than the girls thing at to one of the parties when you know the … from the islands. Rob: That is insane. He seems like one of those guys who just like real down to earth like real humble you know. John McIntyre: Like he wakes up and plays tennis, car surfing. He goes out for car surfing at afternoon. He is like down for chat, he’s pretty … man. I don’t think it’s doesn’t seem like he works … Obviously he does work but he is not hustling. I never saw him play with his phone. He was hanging out with us like just do these things you know. He got to a point where they have to. He has got a team. His whole thing is you know hype your ways smarter than you and you know look them for the jobs. I measure he is making decisions only couple of hours a day or something but you know he has hundreds staff on the island and what we do we booked out with thirty people, so three staff per guest is pretty insane. Rob: What are you guys were you doing on there, just hanging out. John McIntyre: Yes hanging out, the … so I went just to meet people to be honest. I went just a network in to see what other people are doing was really inspiring, so yeah man anyway we are coming on.. time before we finish though, if someone wants to learn more about  you or business or hire you for either a deal whatever. They want to hire what should they do? Rob: My company is called clickskeek.com and we do white label 2 for guys who own agencies or stuff like that, if you’ve got clients you want to toss them in to our system will get them cranking leads and get them going in under your brand or if you just, if you’re a small business owner you need to have some pay per click or you want pay per call or whatever you need just you know this is our site and you can check this out and will get account for it. John McIntyre: Perfect! Thanks for coming on the show man. Rob: Thanks John, I really appreciate it. The post Episode #119 – PPC Professional Rob Andolina on Google’s Latest Business Growth Tool… Click To Call Advertising appeared first on Drop Dead Copy.

Have you ever seen House Of Lies? It’s a TV show featuring witty marketing consultant Marty Kaan and his razor sharp team that do whatever it takes to close big corporate deals. Well Joe Webb is one person that could outmatch Marty any day with his marketing insights and skills. First a marketing manager, Then a car salesman, ..Joe now runs an automotive consultant agency focusing on online marketing to scale car dealerships. If there is ANYONE who can blow you away with marketing know-how, ..it’s Joe Webb. He got to where he is now with hard work. Today Joe and his team maximise dealers’ online efforts through integrating updated technology and upgraded online and offline communication with customers. Are you a marketing consultant or have an aspiration to be? This episode is a MUST LISTEN. Learn how Joe took his skills and segwayed them into a highly successful consulting company. And listen for the golden step-by-step consulting insights and personal stories he sprinkles in throughout the entire episode.   In this episode, you’ll discover: the secret behind the EAT formula that Google is always on the hunt for – Expertise, Authoritativeness, Trustworthiness (what every consumer wants regardless of product) a genius technique Joe uses to land big-time auto dealer clients with ease (and the simple email technique that sells a lot of cars!) the extreme importance behind connecting with each individual client (how to leverage email to be extra personal) how to handle customers who don’t exactly know what they want or need (build value in these specific ways and you will earn yourself a lifetime customer) why creating a level of accountability in your communication is a perfect way to maximize conversions from any current leads (before jumping in and changing the sales funnel at all) the primary stats Joe focuses on when vetting potential clients Mentioned: Dealer Knows – Sign up to his once per month interesting, educational and non-obtrusive newsletter that features videos Joe makes, his writings, and more. Joe’s Funny Videos Intro and outro backing music: Forever More by CREO   Raw transcript: Download PDF transcript here. John McIntyre: It’s John McIntyre here, the auto responder guy. I’m with Joe Webb. Now, Joe is a really interesting guy and someone who I actually just met recently through a mutual friend and what makes Joe interesting is not like the typical guest on this podcast on interviewing. He is actually a business consultant to what you might call real businesses or brick and mortar businesses at they’re not really on the Internet. Specifically is really working with car dealerships. I also consult a little bit outside. He has some dealers in the communications and brand messaging. How they connect anything to do with you know the end of the day like we talked about on here, how to get more clients, get more customers and grow the business. So, I thought I’d get John and find out what happens in the world of marketing and getting leads in converting those leads out there in the brick-and-mortar world, in the real world and so we have a chat about today. Joe! How are you doing man? Joe Webb: Good! Thanks for having me. John McIntyre: Good man, good to have you on the show. So, before we get into the beginning to the sort of nitty-gritty that people are you know these businesses during in the opening with, can you give the list a bit more of a background on who you are and what you’re up to? Joe Webb: Sure absolutely, I originally was a marketing manager in the Chicago land area in the states and somehow parlayed that into working out how to automobile dealership and was pretty quickly from a sales, it pretty quickly from a sales perspective that they tagged me to be the internet guide to assist all online shoppers with their increase and I began selling more and more and more and more and more cars. I left one dealership and to go over another and grew them from about seven years from about 120 sales a month to about 450 sales a month and all of that my focus was on the marketing, online marketing and really the communication from the time a consumer calls in, emails in, chats in and how to best convert those clients into institutional investors and buyers. So, over the years I’ve sort of developed a reputation both with the manufacturers and in the automotive world I was writing for several publications, writing on blogs for different resource sites and speaking at the majority of the major conferences and automotive and sent weighed my success and you know mediocre notoriety into a consulting company about seven years ago. So, what we do is we assist primarily auto dealers with maximizing their online investments, utilizing the right technology, how to best communicate with customers, providing them templates, processes, job descriptions, pay plans scenarios’, a structure to how to best orchestrate their dealerships and their marketing inside in more progressive internet research landscape. John McIntyre: Cool, cool, that was well done and you just told me that you couldn’t pitch? Joe Webb: No, I can’t. I can say what I have done and you can say … can’t do. John McIntyre: Okay, okay, well! I think what’s really cool is sounds like you didn’t start with really a map in the beginning; you know you can go early days when you’re just figuring it out. It sounds like you just testing stuff to see what worked and over time you figured out how to actually smooth out that process and increase sales with the communication in online marketing. Joe Webb: Exactly, you know I always say that the smartest thing the owner of my auto dealership ever did was not know enough to look to see what I was doing. So, it allowed me to experiment and allowed me to fail and allowed me to try tactics to see sort of what are the best messaging is to elicit responses from customers to build value and most personally build trust in between an armor of retail sales professional and the consumer, because the truth is I don’t think everything’s customers don’t like to these sold cars. They like to buy cars. Nobody’s looking for a car sale person when they go online, they’re looking for an automotive retail professional and I think how you conduct yourself in multiple mediums as well as online is really going to help dictate whether or not you own the customer’s trust and inevitably earn the business. John McIntyre: That’s a really interesting … you make the you know people like me, when I go online, whether I am looking for a car or even just another product, they’re not looking for a salesman. If they’re looking for someone to help them they’re looking for almost like a guidance counselor, someone to kind of sit down with them and really help them to find the best solution for them not just who is going to sell them that you know the thing with the most commission. Joe Webb: Exactly, exactly and you know Google in a way it champions it because there’s some of the semantic relevance either placing on websites where everything Google is looking for is that the eat profile which is expertise, authoritativeness and trustworthiness. You know eat (EAT) and the truth is every single consumer does truly want regardless of product just once to find that one quintessential expert that is going to allow, is not going to sell them anything and is not going to stand away and they might not even need to hand hold them, walk them through. They just need to sort of be upgrade to the customer to going from researching days to the buying days and how quickly can you get that customer or that consumer over the bridge providing them the answers, providing them the context and providing them the path in which to purchase the quickest. John McIntyre: Right, right perfect. Okay, so can you talk to me a bit about when you sit down with a new client and you’re mapping out the strategy or figuring out what needs to happen? How do you get a process you follow or some questions that you ask? Joe Webb: Oh! Absolutely, I mean inevitably I want to find out what they’re currently doing and what it is they feel that a broken? I mean the truth is thankfully I … usually go with into an organization and with a mystery shopper to an advance a mystery call in advance. I can go in an organization to see how they’re operating, see the technology they’re using, and immediately be able to sell them more vehicles just by putting in smarter messaging and the email templates training a process, sometimes just in putting in a process that people how to fire, the right triggers, the right schedules, to right actions and take away some of the guesswork, so very often a sales person will sit down and just say what do I do today or they will look at their client list and will say what should I email to these people and try to take the guesswork out of it and give them very specific consistent messaging you know autonomous to an entire dealer groups for instance, so if I reach out to dealer (A) and dealer (B) and dealer (C), whether all under the same group, I should not regardless of the salesperson be receiving as a consumer a different experience based on who I speak to . I should only be speaking to and how … getup. I can try to break … This is a better … work. Am I should have locked my door anyways? So, unless I think it inevitably allow the questions I asked on you know what they feel they’re missing the more, what is happening from the time a consumer calls you? How is it handled? Who handles it? What do they say? What do they send and what is the goal and lot of people say the same goal which is well we want them to send an appointment. We want them to get the customer in the showroom and those are the things that are really nice to be said, but if you don’t have any actionable strategy or specific tracks for specific messaging on what to say to reach that goal, then it’s all just bluff. John McIntyre: Okay, so it sounds like you take it in a very strategic approach, you know looking at the big picture and then coming down from there and then figuring out what needs to happen. A lot of people when they get caught up as they hear about some of the strategies that are going online right now or more tactics actually. They come in and they just go just to write some emails and you know and create an email list and then stop lasting that out you know breaking some more customers or bringing some more clients and sounds like what you’re saying work, maybe all the time to gain a benefit if they step back for a second and look at the big picture of what’s going on with that messaging? Joe Webb: Absolutely, I mean everything needs to be and you know it’s an interesting dichotomy. Everything needs to be very personalized and customized for each individual experience. So, a person that comes in from your website asking about one product versus comes in from maybe a third party generator, a different resource site asking about the different products should not give the exact same responses. They can be extremely similar when it comes to branding the organization, but you have to personalize and customize each individual experience and technology is only slowly catching up with the ability for people to do that. It cannot just be the same messaging every single time. You have to connect personal individual level with each client and it just takes a little extra thinking, takes little extra time. There’s the beauty of email: is that before you click send you’ve get to re-read it and you get to say and one thing that made me successful is I always say if I have… the customer, what I want right now and for the most part admittedly some customers don’t know what they want or what they need, so you can create very blanketed marketing messages that build value in the dealership or build value in the individual or build value in the process that you have in place at your store or build value in the product in which you sell, but regardless those can be four separate messaging which do you send at each individual point, some you can preload, some you can automate and have them automatically fire and the rest need to a list of contact with very focused pointed questions toward that individual customer. John McIntyre: Okay, so instead of like instead of sitting down at the dealership and just saying you know looking at the website and saying where you should put a lead capture form here and start following the mark with six emails you come in and it’s like said it goes with that big picture of where are they failing right now, where’re the break points in that whole, the entire not just the marketing funnel, but the entire sales process. Joe Webb: For us we have been able to sort of expand how we can assist dealers. Most … just create a little accountability, form a communication standpoint to make sure that from lead management wise everything is up to snuff. So, I never come and say spend more money on this that or the other I say let’s maximize sell more products based on how many leisure currently generating by improving your communication. In a step two is now let’s improve your online presence. There is probably something along the lines of 80 to 90 different website providers for auto dealers, likely more if you can … some local guys, but there are likely 15 to 20 primary website providers, at least 20 and each one has their own vision on this is what one of search engine result page look like. This is what a vehicle details page to look like. This is more a product display page looks like. This is what our home page should look like or your home page and sometimes it is the website provider that is dictating to each individual dealer. This is what we see works and it could be completely different than what one of the competitors believes and in the same time you’ve got the manufacture, the automaker who comes in and says if you want to have our franchise, if you want to be a General Motors dealer you have to use this one company and you have to have it looks sort of like this and the manufacturer then works with the website provider to dictate exactly what they allow the brand to look like even at the dealer level. John McIntyre: That must be very frustrating working for working in a situation like that. Joe Webb: Yes, because there is a lack of control, but I think it makes people weary about where the true intention is, an auto dealer should be trying to brand their individual dealership the brand name in many cases family names because second or third or fourth generation dealerships and regardless of the product they sell they shouldn’t be handcuff to look or sound or speak like many others around them. So, there is that belief system, at the same time the automakers and lot of the website providers, the big ones spend a lot of money analyzing data to determine what is the best call to action, what is the best vehicle details page and you know sometimes you have to rely on the experts to give you those answers and sometimes you need to really stand your ground and say no this is what I believe as a consumer you know I need migrate to the … like… John McIntyre: Okay, so do you have any examples of how you, you know what you’ve done in the past with this stuff you know what are the lessons in that situation almost like a case study. Joe Webb: I mean obviously I mean … case study where it’s interesting because there have been automotive internet sales trainers out in automotive for quite some time, now long before, I even got and do it and many of them are teaching and training … interesting enough most dealers are more cut on now as to some of the basics they should be doing when it comes to internet sales and online sales, so in regard to statics like it say, like I think last time we did it we usually show a 67% increase in online sales or internet sales I should say within the first year of working with an organization. We’ve been able to in three months time and one organization that was handling 2,000 leads both from online presence standpoint getting roughly $250,000 out of the budgets for the year just on leads and all these extras they were spending on and we doubled the closing ratio from 5 percent to 10 and a half percent within three months. So, I mean inevitably my goal you can’t guarantee cars sold because you know you just can’t say guarantee you know I cannot control the hygiene of your sales, so that the odd things that I can’t guarantee which is you know people will never hear back from more customers, more online customers than when they’re utilizing a dealer process or dealer templates, but I say that I am even handcuffed based on some of the CRM or customer relationship management technology that is still very difficult to embedded video emails and is still a monumental task to be able to text customers legally back and forth through a software. It is still difficult to even create HTML templates and help them fire and get through the customers … based on the technology that the dealership uses, so every single dealer rending on a boutique firm. I do not want to rule the industry or you know have calculus plans. We turned down the majority of people who reach out to us and we literally try to find a reasons not to take them, because we really look for them, like the private partnership buy in, you know desire to be progressive and willingness from a sales and structure to push the needle forward, but when you with that said we thankfully … client growth in some cases really conceivable growth, I think and get half of our customers are actively try, our dealer clients are actively trying now to purchase other properties and other franchises, because they’re on a real upward trajectory and as far as I’m concern you know the best thing I can do is be a trusted resource that’s it. I mean the hardest thing is to find somebody you trust. I don’t think a dollar from any vendors. I don’t have a single referral or reseller agreement in place. So, I can keep my integrity and always give the best answer every time and I’ll read my pocketbook. So, the best thing I can say is the clients that we bring on you know most of them have been with us for a long time and they keep us around every single month you know with simply an executive management call just because they trust me and they trust my team. John McIntyre: Yeah, okay I want to get back to the like you mentioned couple of things there is 67% in number there with what you did with the I think was that the closing ratio or that was the additional clients? Joe Webb: 67% increase in online and internet sales and all numbers and statistics vary and we have a own … competitor out there or appear but all call me competitor where he says hey we showed this dealership 200% growth, was easy to show 200% growth and that you got from zero where … zero and then you start tracking things and you show that 20 sales, you know so I don’t even go by the statistics. The primary thing that we look at is how many total leads you’re generating. More revenue leads you’re generating organically and are you showing better on the search engines. Number two would be how many appointments is your team setting or showing and how many of those appointments are buying and then for instance also an increase in reviews and testimonials individual assets and we know that we can increase your website visitors and increase your video previews for your vehicle details page views and we can increase the amount of lead you generating, the amount of appointments you’re setting, the amount of people that are showing for appointments. I mean there’s a huge difference sometimes will take on a mom-and-pop store that we really want to see grow and we think they have some great elements in place and then we can see really great results there that we are doing very little before and there’s some manual take on a really large organization of 18-20 stores and they already are operating at a very high level. We just want to push them over them ovr that … that they sort of reached in and leveled out and that’s what we do. John McIntyre: Cool, okay, so one thing interested in finding out is when you talk about the increase whether 67, … being I was curious what like sort of brand messaging going to change look at like how do actually improve those conversion rates, but what are some of the specific things that you did in the situation like that created that increase. Joe Webb: Most specifically process. I consider the process, so I go into the CRM or the customer relation management tools and I build out based on advance every single instance on when your team is going to contact. I consider both when they become a prospect you know pre-sale, post-sale, missed appointments, set appointment, shown appointments, lead where at least get ready to return as the loan originations and making every single instance in which you would need to communicate messaging or contact to customer. I go on it build that I am sign for the CRM. So, you know how do you communicate with your customers and how do you keep friend of mind awareness with them, how do you convert them from a shopper to a showroom client. You incorporate in the right brand messaging, calling at the right time, the right word, like phone scripts and what to say when you call them and then you make sure that all of your online branding and all of your specials is, anything special that you have always will communicated not just online through your staff and through your team, instead of speaking the same message. John McIntyre: Okay, interesting, so it’s kind like when you go into a company looking at a process, looking at building out like a process for how they engage with a customer, so that when they do it, it’s happening on a very consistent basis if they messaging on a website is the same message during they going to get any emails. It’s the same messaging they’re going to get on the phone all the deals run across the board, so what’s available on the site, available in store, available on the phone that kind of thing. Joe Webb: So, just for instance across multiple industries and I’m now working with the hot tub industry as well as another one of our clients friends is and inside the hot tub industry, I will say that the average response time to a customer submits an inquiry that we’ve been able to see from our workshops is about four days. So, four days from the time somebody shows interest in your product, you hear something back. The average amounts of people you know the average amount of calls you received are about 1, just over one on average. In automotive wasn’t that much better. I mean, I still think the average response time from those dealers is 4 hours and then so we know that the quicker you know if we can get a, you recall a Customer between 10 to 15 minutes your closing ratio is going to straight up double compared to four hour response time. So, those are few of the things that we try to get a speedy response, a higher-quality first response coming from your team. So… timing. We look at the effort what you give, how many ongoing outbound calls and email attempts or chat attempts or video attempts are you making to your clients to try to connect with them and engage with them and once you have them engage, are you sending those appointments? Are you scheduling appointments inside the software? Are you tracking the customer throughout the researching phase, because that’s what it takes to create this sort of the personalize paths to the purchase to continually win over every single customers. It’s all math, you know I know for instance that the average automotive sales person makes under five calls a day, sucks! But under five calls a day they make and yet I know that I can get some twenty five calls a day. They’re going to sell X amount more vehicles hands down. I just took on a dealership through a new client locally here, so before the three months ago their entire team collectively from as an organization was making four thousand outbound calls a one month. In one month putting in new process, now what happens two months they are making on average 6100 calls per month, so they’re making 2000 more calls and they’re selling an additional 30 units every single month just because of the extra calls. So, it comes down the average, the more call attempts, the more connections, the more connections with the right messaging, the more appointments and more sales and you know just making sure that you’re triggering the people to do their jobs, because people are going to … you know when they call customers, but you can coach them the right way. John McIntyre: Right, right, I think it’s an interesting point here is that a lot of people that I spoken to because I travel a lot of in Thailand and the Philippines. There is very much I have seen if people who you know it’s almost like that the brazen rights goes that who can work at least at to the least work to get the most result the whole 8020 thing and that can be list as value in that at times, but something specially like calls, there’s no arguing the fact that the more calls you do the more sales you going to make. The more customers that you follow up within the faster you follow up with them which may require you to monitor your inbox. I have someone replying to emails constantly, because you do that the more you need that, the more  business going to get, but no one really that doesn’t scale in a way that some people like to talk about scale and so people think why I can’t wait? I am going to wait for a week or I’m going to ask … my email and things like that. This is where the money is. Joe Webb: The true is the beauty about email and the beauty about picking … is just free. You know searching for customer on Face book or any other LinkedIn and trying to connect with them on the social networks, it’s free. It just takes doing and you know there are a lot of people who just feel like they will do the path of least resistance and I see it every story go to, nobody has a superstar’s, nobody and many times that people will just do the bare minimum expected of them, so I never wanted to be a consultant and I don’t want my team to waste their breaths when they would start training people. So, we do not actually a software technology and a team of people. We go in and we monitor what’s happening inside the CRM and we actually shoot both the individual laps as well as the managers really detailed notes you know based on a little different, we didn’t statistically graded criteria where we tell them everything they’re doing wrong when following up with lead. Everything they’re doing right or they still need to do to convert that lead and we send it to customer and we send to the dealer representative and the managers about seven days after leads arrival, just to say here is the level of effort that your team is giving into this one individual lead and it attaches to grade ABCD B+ C- and historical back into where we can start showing people essentially what level of effort would grade performance they’re giving their daily duties because as soon as we can bring the managers into the know if you will as to what their team should be doing and how to hold them accountable then many people start doing their jobs better. So, it’s not just putting the right process, it’s we also go in and make sure that the process is being followed. John McIntyre: Okay, the cool thing there is that reminds me to … what gets measured gets managed. So, if you start tracking … stuff, if you start tracking how many calls you to do and how many emails you start measuring your success by measuring at least you’re impact to have … and the quality you work by how much output you actually producing  that happen to going to go up. Joe Webb: Absolutely, there is a … Body, the famous American football coach who said practice doesn’t make you perfect, perfect practice makes perfect, so that’s why it’s not just about putting in the process, it’s putting in the process and making sure it is followed to a T and that type of consistency is what search winning you sales when you market share. John McIntyre: Cool! I think its good note to end up. So, before we … talk, can you give you know if someone wants to get in touch with you, maybe work with you at least find out more about what you do, where’s the best place for them to do that? Joe Webb: dealerknows.com which is dealerknows dot com. I do a lot of writing. I also known for sort of creating comedic car sales videos or videos about car sales, so if you go on to delearknows.com about halfway down the page, there is a little box be putting your email address and you can subscribe to our free newsletter where once a month you get every single writing that I do post in a non-intrusive once a month email. So, write on dealarknows.com and you can learn everything about me but at least you know keep up to date on some industry formation they want to do. John McIntyre: Cool! I signed up. I want to see one of these funny videos that you make. Joe Webb: I have got entire section: this is funny videos. I am not genius so I apologies now, but absolutely I would say lot of my ideas come from those. John McIntyre: Awesome, I just found the page, you need to go dealearknows.com, and then you go to videos. There are actually the funny videos. Awesome Joe! Alright man, great to have you on the show man. I will have links to this site and the funny videos thing on the show note at the mic-method.com, cool. Joe Webb: Awesome! Keep in touch. The post Episode #118 – Joe Webb on Using Online Marketing To Increase Brick and Mortar Sales appeared first on Drop Dead Copy.

Yes you read that title correctly. How many marketers do you know using magic tricks to land clients? I’m guessing zero. Well Josh doesn’t really use magic tricks to entrance prospects and ink deals while hypnotized.. He just likes magic. And he’s performed it professionally since he was five. It’s been a while now since Josh embraced the professional PPC life as a certified Adwords expert. So on top of his magician and medic pedigrees, Josh is a PPC whiz too. Josh came into my McMasters Membership group to improve his PPC efforts. Most his clients don’t buy on first go, So his industry (plus many others’ like his) need high quality autoresponders in place in order to land those clients or customers when they are ready. It’s called staying in “top of mind.” And it works. These days Josh’s main gig is helping businesses increase profits online with all types of PPC. No longer saving lives or making people laugh for a living, Josh now focuses on PPC because in his words, “It gives you the power to control your own future.” If you can create an ad and have it convert, You are Thor. And you just picked up the hammer. Learn Josh’s BIGGEST lessons he could fit in this short interview. These actionable takeaways alone will be enough to improve your PPC by A LOT. Learn the real goal behind PPC in Google’s eyes and how to nail that goal and make your campaigns 100% better. Josh no longer performs his best magic on stage… ...but he performs it everyday for himself and his clients’ PPC campaigns, and wants to share with you how.   In this episode, you’ll discover: what Josh did after he lost $1,500 the first time he gave PPC a test run (note: he didn’t cry and give up) the few but vital factors that ads on Google need in them to convert the traffic you’re targeting details on how email marketing is the perfect tool if your product needs some warming up to before purchasing (use PPC to find them then use email to close the sale) multiple proven ways to drive traffic to your landing page (it doesn’t always have to be PPC..) Josh’s retargeting, remarketing, and branding strategy that in time wins over the toughest of them how Josh uses buying cycles to work around expensive PPC keyword bids (don’t let PPC prices scare you away.. learn from Josh’s real-life examples) a bulletproof strategy that does not involve Google Adwords (if you’re bootstrapping it, sometimes you have to be creative, hold off on PPC and charge more) the magic thing that happens when you’re Google Ads are bouncing at an uncomfortable rate (remarketing and retargeting benefits start here) the “rotate ads indefinitely” knowledge bomb that will probably save you a lot of money on your PPC campaigns (use this trick to split test your way to a far more profitable campaign) a heads up trick to recoup most or all of your ad spend right from the get-go (never leave them empty handed) the secret to combining PPC, email marketing, product launches and more all together (leverage it all to get the most out of all your PPC campaigns) Mentioned: Click Convert Profit – Get Josh’s weekly SEO and PPC tips, tricks and strategies Flying Solo The San Diego Magician Josh London Magic Perry Marshall Drip Mailchimp VWO Intro and outro backing music: Forever More by CREO   Raw transcript: Download PDF transcript here. John McIntyre: It’s John McIntyre here, the auto responder guy. I’m here with Josh London. Now Josh came to me through Mic-masters I think, this is first time we started chatting was probably … is if you’ve been in my community probably in the email  … welcome to the family and that goes through everything and it gets people to reply. So, Josh replies says you sales from the work on the and then he asked PayPal or credit finding a bit of an email ping pong back in forth eventually during Mic masters, got some great results with and then we started chatting about some of what he was doing which was pay-per-click advertising which we’re going to talk about today with the other interesting things. He’s a magician and I watched one of his videos and really cool tricks. Maybe he’ll share a bit about that today as well. Josh! How are you man? Josh London: I am doing fantastic, how’re you doing John? John McIntyre: Pretty good man! So, let’s before we get into the some of the pay per click stuff because you are advertising guy and you can be original because you, I haven’t done many, I have done a few interviews with traffic guys, Justin Broke is one of them but it hasn’t really been my focus despite the fact that traffic is a huge factor in someone success or failure. So, again to that, before we do that can you give the listener a bit of a background on who you are and what you do? Josh London: I am actually a magician. That was my first job. When I was 5 my mom got me a magic kit and I learned all the tricks and started charging kids 5 cents to come see a magic show and it grow from there and when I was in high school I get kicked out of class for playing with my cards and gambling and things like that and then when I was 16 I got my first big break with Sony, I did a corporate show for them for their holiday party. Did some… and magic and … of magic and it grew from there and I ended up traveling so much in my twenties and wake up in a hotel room I wouldn’t know what city I was in. I had to look at my antennary and then I just got burned out. I had to stop, I was on the road all the time, never home and I decided to become a paramedic and went to school and became a paramedic. Did that for a few years and got burned out from that again and decided to go back to the magic because I could talk shows on the weekends and make quick money and travel a little bit, so did that and I figured out the unit was much more than it is now and you have to advertise, you have to get your rankings up, you have to get found, you have to take into consideration user experience, convergence, all this stuff I’d no idea what to do? So, I decided to try out Adwords and I tried it out. I think about $1,500 in a couple weeks, like two weeks decided to stay with Adwords because I could see the potential of it and learned how to do. So, I got Perry Marshal’s book. I also got an eBook the definitive guide on Ad Words. Talk myself how to do Adwords. Now, I am a Certified Ad Words professional and now I manage Adwords for people. I also do SEO for people. Build some websites on the side and slowly cutting out the magic shows, but I still perform shows when there is a great opportunity. John McIntyre: Nice, very cool, so you’re still doing magic now a little bit too. Josh London: Not so much. It’s the marketing and freelancing is taking over the magic, which is pretty cool because I get to home and play on the computer, play with my daughter and I don’t get to be in… John McIntyre: So, now you also click and grow profit which is your you know you’re helping business increase revenue online with managing the pay-per-click and tell me bit about that because pay-per-clicks has been around for ten or fifteen years. So, it’s definitely not a new way of generating traffic to a website. So, what are you seeing right now, like what’s pay-per-click and why is it working, like what’s working right now? Josh London: Well pay per click is you set up an ad and you could do it in Adwords, Facebook, Twitter, Pinterest is rolling their program. LinkedIn has theirs, but you set up an ad, you drive traffic to the ad and then you drive traffic to a landing page. What I’m seeing now and the reason that I love pay-per-click so much is that you are able to control your own destiny, if you can create an ad and optimize that ad, so it matches the users intend and it matches exactly what they’re searching for, what they need. It answers all their questions and you deliver it to them, then you buy a … Now, I know you’re in the email marketing and was Mic-masters, I think it’s awesome fact. I made a couple hundred dollars my first day with one of your template email which is pretty awesome. You know one thing that I am finding that works really well for me is especially when I do magic ads. I have a few entertainer clients and also some ecommerce clients, but the customers come … for magicians. They’re not ready to buy right then and there. So, what I do is I do a lot of email marketing. I have the pop up. I use often monster. I have all the strategies; I just got started with drip. I used to be on Mail Chimp, so excited about that but I capture now I dress put it in a funnel and even though they’re not ready to buy now, I know that they’re going to be able to buy in the future and then if they still don’t buy, I’m still remarketing to them so I’m showing that ads as they are browsing on the website. I do retargeting. So, if they’re on Facebook they see my ads, I know that there in the market for a magician or the product or service, so I drive traffic to the landing page and then I’m pretty sure usually they’re not going to buy, sometimes they would, sometimes they won’t, but I bet on them not buying and then that’s where all the magic starts and I re-target re-market and put my brand front of them. John McIntyre: Okay, because when I think objection that people have especially if they been around, you know they have been in internet games for a while as the pay-per-click because it has been around for ten years or fifteen years, it’s very competitive and because the ads operate on an auction basis they you know when it’s competitive to price it gets higher and higher and higher. So, there are a lot of people I think you can’t make pay-per-click work right now because it’s just too expensive. So, what do you find it? Josh London: Yeah you know it’s really expensive and when we compare it with Facebook it add crisis to Adwords you’ll find that Facebook is often cheaper, so it all depends on what your customers are and what stage in the buying cycle they’re at? There’s different stages people search for, if someone goes it in types in to Google buy a TV they’re obviously in one of the stage of the buying cycles, so you’re gonna show then more ads, you’re gonna raise your prices, you’re bidding if someone is searching for Samsung TV v/s Sony TV, you are going to show them a different ad and a different landing page because there is different buying cycle, so it all depends on what your goals are and what product and service you’re selling and who your customers are and where they’re at and you could just set up ads and throw money at it, but you land up losing a bunch of money like I did. John McIntyre: Right, right, so it’s sounds like many answers with lot of stuff is it depends and one thing I have found with I mean in business one of the best things you can do is just make more money per customer and this is what I think Perry Marshal mention that anyone is in advertising will mention this idea of whoever can spend the most money to acquire a customer wins. So, if I spend 10000 thousand you can only spend a thousand … ads spend you on Google Adwords, so people think that the traffic is paying 20 dollars a click but that’s just way too expensive to make it work and the answer is no, it’s that’s not how it works actually because you as the business owner or the entrepreneur you actually have the freedom to create more products and create more expensive products and help your customer even more, because the more you help them the more you can charge, more profit you have which then means more you can afford the advertise and more you can afford and help people. So, one idea that I have been playing with my own head and they are selling … you know the mindset that we go into with paid advertising is that the more money we make, more profit we actually make, gross profit the more we are able to help people, more able to serve people and some people will try and make you know if I charge at least you know it’s more fair or it’s better because more people have access to this and in many cases it’s actually the other way around, if you don’t charge enough you not going to have enough to go and do more advertising to reach more people, but you’re also yourself you going to go out of business and you’re not going to stay in keep doing for very long, so the other … you could have helped if you charge more they are not going to be available, they are not going to be there for you. So, I think this is a bit of a tangency, but it’s just showing to keep in mind when you coming up pay-per-click any kind of advertising especially AdWords because it’s expensive. Is that you need to charge more if you can’t afford it the best thing you can do is not just jumping do some different Facebook method or declare that Adwords doesn’t work for you, a better method would be to figure out how to make more money per person. Josh London: Yeah, I totally agree and  you know with the way you know all the search engine algorithm changes are growing you know the Google just launched a future unit tomorrow on the 21st of April, the mobile algorithm change and you know I don’t want my web sites to be on top of Google like they are on right now if you’re to Google Josh London magician or San Diego magician, I show up four to five times on the first page of Google and that’s just organic listings, but I really like the fact that I control my own destiny with Adwords and with ads because  I’m not subject to the algorithm changes, I still do SEO stuff. I still try and build quality lanes, great quality content but I’m in this for the long term, the long game and you know if Adwords is right for you, it really could be a game-changer because you get all the benefits driving traffic to your website and even if they bound you still have the opportunity to re-market, re-target to them and it’s a huge advantage for marketers today. John McIntyre: Okay and it’s as simple you know I think one of the best things if someone wants to get into this, the actual nitty-gritty of setting up a campaign like this is going to be best cover, it’s a one of several of Perry Marshal’s book. So, we don’t need to go too much into the tactical aspects of it, but what are some of the biggest lessons or key insights that you’ve had over the last few years, whether it’s from you know one of Perry’s books or other course of book that you’ve been through or something you’ve learned, what some of the moments when something’s not really working and then something clicks the light bulb goes on and you got oh! Now, I have got it and you try and it works and you sort of have that leveling up the catalyst for and you go from you know you double your results, you triple your future results or something like that. Josh London: Yeah you know oftentimes people will hire me to manage their AdWords accounts because they don’t know what they’re doing or they have an idea of what they’re doing but they’re not doing it right and when I take over their accounts that I manage it for him, the first thing I do is I look at their settings in their AdWords campaigns and oftentimes what I’ll see is that there’s two types of settings when you first start a campaign. There is a standard setting which Google recommends and then there is enable all features settings. A lot of people just go with the standard settings because it has parentheses Google recommends this right after that and they don’t know that there are a lot of other options available to them when they choose all features. So, one of the big things that I see in the whole features that really worked well is testing ads and that’s not available in the standard features, so when you scroll down after you click all feature enable features is rotate ads indefinitely and what this means is that instead of Google showing what they think to be your top performing ad, they show all of your ads evenly. So, if one person goes to Google on searches for your product or service they see ad (A) and then another person goes they see ad (B) and then  back to ad (A) and that back and forth back and this is so beneficial to advertisers, because you get to create two ads and then you get to test them head-to-head which one is the winner which one is the loser after you correct the right amount of data you pick a winner to loser and then you create an even better ad to try and beat the winner. What this ends up doing is bringing your quality score down, here click through rate increases your cost per click goes down, because you’re telling Google and you’re proving to Google that your keywords matches your ads and your ads matches your landing pages because you’re answering the searchers question and that’s the real goal is to answer the questions of the user. That’s one thing I’m seeing a lot of people don’t view and it’s a simple setting up a new campaign or adjusting their campaign. John McIntyre: Okay interesting, interesting. I mean this is such a huge thing with one aspect appeal about you know traffic paid, paid basic paid advertising campaigns is that you typically go and spend it could be you know one thousand dollars or five thousand dollars or in some cases I am sure people will spending you know 10-20-50 thousand dollars before they even breaking even, but it’s the process of investing that money and testing where you actually find out what works and that you know when I tell clients when I work with them is that you know most campaigns than very rarely does a campaign you know hit by you know profitable out of the gate you know the day you set it up. What typically has to happen is you test a new test, a new test, so you know you run the campaign, you spent $1000 and you try to results and then you run again and again and again, so what you talking about with the split testing is we can just automate this inside of Adwords, right. Josh London: Yeah exactly! John McIntyre: And that’s the useful … and then so where this gets interesting then you can use software like something like vwr.com and then you can split test every other page in your funnel as well and then what you find is the ideal pot, the ideal ad, the ideal landing page, the ideal thank you page, the ideal sales page for the product and the different up sales pages that you have, so you’re actually tracking five different split test at once and then once you find out the ideal combination of those it can you know you can go from you know losing fifty percent of the money every time, you spend the $100 and you lose 50 to you know doubling or tripling your money. Josh London: Yeah! John McIntyre: And the other thing to notice with this is, I don’t know if you’ve played around much with this, but the paid traffic is very much typically what you want to do is when you going you know buy the traffic you want to monetize that traffic usually as quickly as possible, not necessarily be profitable with it but … products straightaway to recoup at least some or ideally most of your Ad spend, right. Josh London: Yeah, you know when I think of the word buy, I don’t always think about you know money, money in exchange for something. I like to think of buying something as … to my email list.  You know I think that’s use the money is in the list as you know and to get them into my voice and be able to target markets further that’s way more valuable. I’ve had people opting to all kinds of lists, not only for my magic stuff, but also my other clients. It’s in ecommerce stuff and you know they don’t buy anything right now, but I’ve had people a year away, two years away hire me for a show and it’s all because they’ve been on my email list, they get my monthly emails and you know they know me, they like me, they trust me and when the time comes and some one of their friends is all we need a magician and we need some entertainment we are whom they are going to think of me, because I’m top of money and that’s more valuable and that’s you know it cost me a dollar and half for that click. So, was it worth it, yeah because I make $1,500 from it. John McIntyre: That’s interesting too. I think when you can buy like advertising … do that much. When you can buy like you know emails marketing just … someone for you know permanently. It really gets half when this brings up another thing that I have noticed with people is that they everything that ask about how many email should you have auto responder and it’s a valid question people want to know what do I have … or weeks worth or a month worth and the answer is you know when I look at like this is certain point where people start opening your email probably one on one subscribe after 6 months. This is something like that, but genuinely speaking the way need to look at it, the way I tell people they need to look at their list and their email marketing is that it’s an ongoing. It’s not that you if you haven’t heard from you know one of your friends for 6 months you don’t you know … try to call few times then have an answer to your phone, you don’t just drop them completely and it’s a case of yeah you might call them up again you know some point of future hit them up on Face book and say you know Join a hang out to dinner, I am in town again let’s go out and watch a movie and I like you having this attitude teaching you would have this attitude where you have your auto responder you know ten days or thirty days or something like that, but you also do is you have this mindset that any of these people could buy today or in a month or in six months or in two years or in five years or in 10 years and that’s literally how to get you know some people will buy in six months. The majority will buy early, but over time it’s sort of the email can become this thing when you’re building a dynamic relations back and forth that’s right find out the … because I get people to reply to my emails and then I reply to them and then so they feel like that when they’re getting my emails they’re engaging and writing with a real person, this isn’t just a company’s blasting ad emails, they’re engaging with someone who’s one of their friends, their buddy, something like that. Josh London: Yeah true your emails when I signed up and they worked on me and I know what I’m doing you know I know about email marketing, I don’t know obviously as much as you do that’s why I signed up for Mic-master’s and I’ve been a member now for 10 months and have already made money, I mean come on that’s amazing you know your emails and the way craft them is fantastic and they do they work and you got me in your funnel and good to know now I am a customer, I’m talking to you on this podcast. We’re having an awesome time, you going to come down to San Diego for a beer and you know it’s awesome and now you are going to create new products and hey! John got a new product out, I’m probably going to buy, because I know what stuff works and that’s what this is all about and you know if you’re thinking about starting an AdWords and you know starting your own advertising campaign whether on Face book Twitter whatever you know the main thing that keep in mind is that you will see results right away almost immediately, like your long-term benefits of doing it the right way and combining all these different marketing methods with email marketing, auto responders, product launches, AdWords, retargeting, remarketing, combining all of those things together is where the real magic happens and that’s where you really start to see your ROI, your revenue increase. John McIntyre: Alright about pay-per-click as well as someone who just started like straight away like you said you can set up a campaign and you are getting traffic immediately, which you know it’s a great thing if you want to get started quickly, but a lot of people you know if they want to start and never done this before, they want to start blog in two years later finally stopped making some money problem is though it happens very quickly which also means you can lose money very quickly. So, if someone helps you, if someone … you know I am going to typically get a funnel, I have got a blog, I have got stuff like that, but never really played around with pay-per-click. What sort of you know genuinely words or warning or tips that you would give them. Josh London: I will say try it. First of all try the whole thing about Adwords is they bill you every, I think when you first start out they bill you every two hundred and fifty dollars. So, you have to spend $250 in clicks or 30 days whichever comes sooner. So, when you start advertising more your billing rate increases, so that it increases like $500 and then a thousand or something like that, so it’s not like you’re going to set up a campaign and you know get a bill for $3000 a week later. What will happen is you’ll set up a campaign and I always suggest that if you’re getting to do these yourselves, start slow. Know that this is a long-term learning process where you are learning the ins and outs of the very intricate and complex system that’s constantly moving and changing, so start out with one campaign. Set up one Ad group, make it super focused Ad group, super focus keywords and really focus that and start out with exact matches. You can get into phrase matching or you’ve been broad match modifiers if you, so broad match modifiers are: we have a keyword like let’s say San Diego magician and you put a plus sign in front of magician that means that my Ad is going to be shown to a broader spectrum of people that are searching for like a magician has to begin the search terms, so it could be someone puts in like corporate magician or birthday party magician, my ad will show. So, I recommend when you first start out, try and make your targeting as targeted as possible, as precise as possible and then what you do is you start the broader now and you brought it out with your keywords, you make them more broad and then you make your ads more broad as you start to get data and conversions and never make a change on your AdWords account unless the data tells you to. If you are seeing that one ad is performing really well, one ad isn’t then you change your ad if keywords isn’t working create a new campaign, create a new ad group, stay very targeted and very precise and what that does is that it keep your costs down. It keeps your cost per click down and your budget down and it keeps your quality score up and who will reward you for all of that. So, when you’re first starting out just stay really targeted, keep it small and then increase your budget, increase your keyword bids and go on from there. John McIntyre: Absolutely, I think it’s cool, I mean it’s really important that while you can lose money quickly you can set a daily budget $10 or $20 unless you make a mistake and set it up wrong, you’re not going to go into you know wake up one morning to a $10,000 bill, but it does, you really need to see, really you need to make sure when you set up the campaign that you haven’t, but you’ve got that … So, then you wake up you find $50 and another time $10 or whatever it is you come to with another time, if you are spending …it’s just going to take longer to get results to find out what tests. So, cool! Alright so we’re coming on right on time, but before we go can you know if someone wants to get in touch with you, if they want to talk about some pay-per-click tips and strategies, may be even higher you or may be looking at a magician stuff, where’s the best place and to do all that? Josh London: Yeah, you can go to clickconvertprofit.com and I have a weekly Sunday dispatch email where I send out weekly tips and tricks and strategies, SEO’s stuff, pay per click stuff and you can sign up there to get those weekly tips. You can learn more about my products and services. There I have an eBook called flying solo that I work for solo premieres on how to get started with making sense of the internet and building your brand online. For my magic stuff you can visit Joshmagic.com and also for San Diego I have a San Diego website called thesandiegomagician.com. John McIntyre: Very cool! Josh Thanks for coming on the show man. Josh London: Hey! Thanks John The post Episode #117 – Josh London on Using Magic and PPC to Grow His Clients’ Businesses appeared first on Drop Dead Copy.

From a corporate cube-dwelling analyst, To a successful online entrepreneur, Dave Schneider realised after 2 long years in corporate america, That that’s not where a true fulfilling career is found (a sentiment I am sure doesn’t need much explanation). Because spending your life in an AC filled cubicle is much different than traveling through 40 countries in 2 years and building a professional SaaS business. What sounds more fulfilling to you? And that’s just where Dave excels… …reaching influencers and getting heard. During development of his Ninja Outreach software, Dave, being a marketer, ..went to work on professional outreach, Along the way Dave found out what works, And what doesn’t. In this episode he shares with you how he has accomplished his successful professional cold outreach. Learn Dave’s go-to strategies to getting a dialogue started with influencers in whatever market you’re in. And his unique Twitter outreach method that chances are you never have heard of. And not only outreach, Learn how Dave reels them in through his bulletproof pitches and much more cold outreaching/closing techniques that you are sure to adapt into your game plan after learning.   In this episode, you’ll discover: how to identify and contact influencers that will help you grow the most through cold email outreach the number one way to improve your response rates when reaching out to cold prospects why you should never lead with a link when doing outreach (learn how to create tiny commitments that psychologically force people to open your links) the extreme necessity of having beta testers when breaking into a new industry (learn the tactics that gave Dave a strong list of influential beta testers for his new software) Dave’s go-to Twitter outreach method that lands him productive conversations with exactly who he is trying to reach… every time (and why he uses Twitter so much, even more than email) an attractive pitching technique that makes people need you and want to hear everything you have to say (simple word tweaks that work) the influence funnel‘s powerful ability to let you interact with influencers’ audiences (and how to set this funnel up step by step) Mentioned: QuickMail.io Dynamite Circle Ninja Outreach Aweber Bryan Harris Blog FollowerWonk BuzzStream Intro and outro backing music: Forever More by CREO   Raw transcript: Download PDF transcript here. Its John McIntyre here, the auto responder guy. I’m here with Dave Schneider. Now, I met Dave … a code email that I sent, very nifty piece of software actually that it makes it basically the software, its called quickmail.io. It’s a worth giving a … is Jeremy the guy who set this thing up, is a great guy and he has built this really … piece of software, logs in a Gmail for you and sends the emails out to whoever you want to send to. You can throughout the database this. So, anyway I end up contacting people who you are using different pieces of software. That’s how I end up getting talking to Dave. Dave was using a web… Dave gets an email from me about you know trying to get, basically find out if … is working well and Dave hits the back and says hey man like we’re in the DC. It’s a community where we were… Community to a podcast. You know I was using a bunch of cold email to … to do that his new software CRM that he has been building. So, we decide to make a podcast out of sort of what Dave done? What their process is for bringing people on and how Dave approached outreach cold email problem. So … into the nitty-gritty in just a moment. Dave! Hey… Dave Schneider: I am feeling great John for having me. John McIntyre: Thanks for coming on. So before we get into the nitty-gritty how to stuff, can you give the list in a bit of a background on who you are and what you do? Dave Schneider: Yeah, I definitely and I’ll try to keep it as short as possible, because I’m candescent in a few years here and a few minutes, but essentially I’m in …located in Boston Massachusetts and I guess how I got started with sort of an online entrepreneurship is. After graduating college, I went the route that many people do which is I got sort of corporate cute drawing type of job as a business analyst and I work that for two years, but found it kind of unfulfilling and I didn’t really enjoy working for other people and I fell the model learning that kind of went on really capped up pretty early and I want to do some traveling. So, I want backpacking around the world with my girlfriend and went to forty countries over two years and we started working online during this time as a way to earn money. This is when I got involved in the GCSE mention which is kind of a community for digital Nomads and you know start doing some digital marketing, some SEO, some freelance business and eventually got to the point where I was able to pay my way and then now I built this SAS product last year called “Ninja outreach” is kind of my core project. Right now, I’m trying to get it out. John McIntyre: Nice, very cool, very cool! So, let’s talk about that. Tell me about Ninja outreach. Dave Schneider: Yes sure, so Ninja outreach is blogger outreach software. So essentially you know let’s say your brand or John, I mean you do outreach, right. I mean you did outreach to me. Maybe you’re looking for influencers who are experimenting with email marketing. May be they use aweber or they’re writing about it, but you know… finding them because it’s difficult to find them in the sea of Google. You can use our software to type in your different keywords, run your email marketing strategies and it will pull up a list to bloggers and influencers contact information, first name, social and SEO data to kind of give you a means of evaluating really how strong of a candidate they are and then you can outreach to them through email, so you know cold email and we’re going to start building some social stuff as well and you can also just export the list as a … like mining the data and exporting and bringing to another tool just a nice bit of sort of combination of prospect in outreach into a CRM. John McIntyre: Very cool man, I like it. I’m on the sales page right now. What’s interesting about this is you got a software that sounds like basically you know you find influences and you rank them according to some of the social signal, so you know who’s important, who’s worth reaching out to and who’s not and what’s interesting here is that it sounds like what the software does, you have used the software to build the customer base for the software. Dave Schneider: Absolutely, kind of anything is I guess about the product. You know it’s kind of like it’s a… how I reach in a lead generation tool and we’ve been using it ourselves as a means to kind of get ourselves out there, because we’re start-up. We are looking to get promotion and you know we believe in strategies that we teach. John McIntyre: Yeah Okay, so I mean how if you done it? How long you have been raffle? Dave Schneider: So, the product actually just launched in January earlier this year. So just been live for three months and things are going well. We have a couple of dozen customers and we’re just building, but you know it’s a much longer back-story of development which started in June of last year and that was when I partnered with two other guys who are also online entrepreneurs and you know we look at the market and we felt that there was a need for sort of a prosperity in outreach product that are kind of a reasonable price point that was something below. Several thousand dollars a year which is just not necessarily affordable for a lot of small businesses and start-ups and things like that, so we started kind of putting together you know the product, but at the same time you know we were building, development takes lot of time and you know took us five months just to get a better product out there. You know we wanted to kind of hit marketing as hard as we could during that time to start to get out there as well, so we would have a beta tester of people kind of ready because when you’re nobody and you launch this product and then you know when there’s nobody ready to test it right, so you know I am a marketer not a developer to check out really. So, instead of my job to find out you know how am I going to get people to kind of get on board to give this thing a shot and I had some benefits from being able to use this software a little bit obviously, but there is also a time when the software wasn’t really developed and I had to just go back to the old school message of how do I identify my influencers … market, how do I find their email address and contact information, how do I send them a template that’s going to convert, so have developed lot of different strategies and recommendations, obviously have to go into more detail when you’re ready. John McIntyre: Yeah, I mean let’s do it, let’s talk about it because like for me for example: I have been reaching at   using different types of software, whether it’s aWeber or Infusion soft or macadam. The different platforms that people are on with the idea that using that probably need someone to help them set it up properly and to do the email marketing like the strategy and create the campaign’s and that sort of stuff and so how if you, I mean what do you learn in this process of reaching out to influencers and you know what’s working and what’s not working? Dave Schneider: Yes absolutely and I gotcha and I remember you know you sent me that email and you said hey! Look how’s aWeber working for you? You probably spend a lot of money on it. It’s an expensive software and you know I wrote this article about some mistakes people are making with aWeber instant check in out. I thought there was such a great email, because I do use aWeber you know it’s like I start and I said yeah, I do use aWeber. This is just like some normal standard cold email like this guy sort of done the researching and I think that’s what a lot of people don’t always understand when it comes to cold email and everybody’s looking about the templates and you know how can I kinda increase the response rate in the open rate and all those such of things with kind of the copyright in the messaging and well I think there’s a lot of benefit there obviously you know we’ve all seen kinda just the awful copywriting with somebody writes four paragraphs and you just like your own … under the spam trash immediately, you know but really the first step is how you identify the people and how do you find somebody that’s you know really a good candidate because to try the best way to improve your results is to just improve your targeting. So, you know in this same example of how and when you know and you found me that I was you know working with aWeber. Maybe you saw that on my blog I’ve been writing about it. You can leverage those same type of strategies, so I’m talking to people who are using aWeber, you know let me go and just simply I can go on Google and you know who’s writing about aWeber? Who’s got an article about and I can kinda go under that blog and start to kind of you know get the idea okay this guy’s probably use aWeber. Maybe he’s got a you know as one of his listed resources on resource page he’s wrote an article about it and then from that one data point you start to kinda extrapolate out to what are the other people that could possibly be involved with aWeber. So, for example who commented on that article? You know because you .. to kinda be engage, not interested and not to wanna say something, not just everybody leave a comment, so you know somebody must have came over saw your web and said Oh! I use aWeber too and this is what I think. So, now you’ve got commenter’s and now what about people that may be shared that post, so can I go, can I look up in the sort of the twitter history and see who shared that post? Those people are probably somewhat interested in aWebber as well. What about people who link to that post? They obviously read that article, thought it was quality and probably are using aWeber as well, because they thought well I can relate to what this guy is saying because I use it too. So, I’m gonna link to it and then so you sorta kind of build out this whole list of different people that could be involved, all from this one data point. That’s just from one article right and now just imagines that you have dozens of articles about the topic and all of the sudden that become hundreds and even thousands of names and kind of skills like that. John McIntyre: Interesting okay, okay and then what happens? So, let’s say let’s be something different. I mean aWeber so let’s say you know something else do it, let’s pick something new like let’s say I’m selling, let’s say I’m a skinny guy why like I’m skinny guy like I’m skinny who is ripped like who’s gain muscle and got jacked. I have been using this example, this is the third time this example today. It is a easy go to example, but what if let’s say I am that guy and I’ve got a blog and I’m trying to build readership, I am trying to get traffic to my site. How would I go you know maybe I’ve got products that teach us how to get, gain muscle and get ripped. How would I go about it? Dave Schneider: Right, so I mean obviously we’re talking about this you know how do we get traffic to a website and this you know could be a massive discussion here but the method that we kinda talk about is influencer’s outreach which is that probably the biggest shortcut to kind of getting traffic is so much piggy backing of people who have already kind of that audience before. So, in addition to sort of the methods that I kinda just mention, where you can say hey! look let me look about other influencers in my niche who are writing about topics such as how to kind of a maybe put on some weight to bulk up or just how to kinda get ripped? Can I also see that the audience that is engaging with him instead of reach out of them and for example: what you did with aWeber where you said hey! Look I got this great article. Are you interested in checking it out? He could do the same thing with you know in article that he wrote or product you know that he’s got and say looking interesting, checking our interest in sharing it. I get those types of emails pretty frequently and if the person is kinda polite about it like a little small trick where I saw you doing. I’ve seen people doing it and it’s you know you don’t lead with sort of a link and say look here it is right. You ask permission and say are you interested in checking this out? If you say yes I’ll send it over and it’s a little small commitment kinda psychologically makes them you know they can make a small commitment and then they can make a slightly larger commitment to actually check out the article, maybe share it. So, that sort of we kinda do an .. to what you know what we’re trying to do is we’re trying to build up the software that kinda really automates this process lot quicker with you can kind of get all of these different influencers and articles and contact information based on the keywords that you’re looking for but this is obviously a manual way that came before this. John McIntyre: Right, right okay. So, I mean how if you, what … been doing? So, I mean I think it’s been a great case study building software that helps bloggers, will help anyone really reach out to the influences. So, how if you been either using the software already or have you been building the audience to get people to the site? Dave Schneider: Right, so I think the first sort of monumental task that we had before we were you know anybody in anybody was really to get beta testers that was kinda first goal that we had. So you know we implemented the methods that I talked about which is you know we’re gonna find the influencers who are talking about blogger outreach in social media and we’re gonna try to get all the people that are engaging with their articles to commenting, liking and sharing. We buildup was our large list of sort of you know what we consider to be a target market that we knew we could get in touch with and now becomes about you know how am I gonna first ah% I have gotta get their contact information. In this you know really just a ton of ways to kinda to go about that but some of my favorites that I’ll mention are: one has to actually sign up for the newsletter, if they have a website because what you gonna get is you usually can get an email follow-up series and that’s gonna have their email address right there and you can literally start the dialogue right then and there I read this method on video for which is Brian Harris’s blog and I think is really nice because if you’re gonna pay attention .. John is probably somebody who is subscribing the newsletter like this is you know of valuable audience member for you, so you know you can almost say like you really start that conversation not them right, because you’re the one who emailed them, so now they’re kinda replying to you instead of it’s really not called that email are anymore, is it. So, I really like that method that’s kind of just kind of gain the dialogue going and is not really difficult research that needs to be done. Most people try to make it pretty easy to sign up for the newsletter but there’s also really a ton about other little tricks and tips which is … look and the contact information or the engaging with people on sort of a apparel platforms such as Twitter and being like know hey! John I read that great approach that you wrote about aWeber, I like to send you some follow-up questions. Can I get your email? Now that might not of in the 140 characters whatever, but you can make the edits right. So, you start to kinda go that route and engage with them and get their email. So, we did a lot, so that was one of our main things. We like Twitter outreach because it’s a lot easier to get Twitter handles than safe email addresses, for example like one great tool that we’ve used is follower wonks. I would use that tool in order to success. You can you know this is a mass tool, you know followerwonk.com. You can head over there and you can put in the keyword, you know for us it might have been digital marketing agency and build literally pump you with tons of thousands of Twitter handles within minutes, so you can kinda export it. So, that’s a nice way obviously to kind of you know to get another piece of contact information and you’ll find that some people are even more active on these platforms than they’re in email because this is less in noise out like. So, those couple other ways that we… about you know really trying find the contact information and now really comes down to the pitch, you know this is kinda like your mom and then the son here to show that your … here and solved and I really enjoyed that podcast that you did about the cold email and I thought he nailed a lot of the strategy. So, I’ll try not to go over them again and reiterate them; accept to say that you know that’s good podcast, the episode to listen to. You know but it’s really about I think you know some of the real key takeaways there which is you know what we did ourselves was how do you make it about them? You know how do you make it about you know what’s the value that you can add for them, instead of hey! Look I’m Dave and I write here and I’m developing the software and we need beta testers, but hey! Are you are using buzzstream which for us is kind of like a competitor. Are you using buzzstream? How you’re finding it? Is there anything that you don’t like about it and you know we would love to get on a call and understand if there’s any way that we can add value with the software that we build and let them know that the development, the sort of the insight that they would provide early on would actually be used to make development decisions on the software. You know understanding what features they want to prioritize. How they want the UI and UX to look and just kind of show and yeah there would be value to the conversation that we’re trying to kind of pull you into. So, you know for us to call action was really trying to get people on the phone to get customer development and then eventually we felt like if we could get them on the phone, then they would be down to be a beta tester right, because they already gone that far. Why not go that extra step of actually seeing what came out of it and essentially we did that over several months and we were able to get over 400 people the kind of beta tester software. You know what really out? What really without really a brand name or anything or a large you know side audience to pull from. So, I thought it was a good case study. John McIntyre: Very cool, I like that, I like that, so what’s going on here? I just think this is such a good case study because the software that’s designed to reach out to influences and then that’s by the sounds but that’s exactly the strategy you’re following to build the business in the first place. Dave Schneider: Absolutely, I mean you know that was just you know sort of how we went about getting beta, but now that we’re kind of out and we’re live. We are essentially reusing those strategies because they’re the same sort of business principles and average strategies that have sort of always work to just how can we just now get sort of more press and  mentions and things like that. So, we so do a lot of guest post outreach. We do a lot a product you know reviews, looking for people who can be affiliates. It’s all it’s sort of outreach for the different flavor but it all comes back to you know how do I identify the proper target market for this type of thing and how do I get their contact information and then kind of craft a really well designed pitch to convince this person that this can add value to them and you just make the subtle tweaks to say well this is for affiliates, this is for guest posting, this is for product reviews, and now obviously we have our tool to benefit from where we can put in websites and it will get us  a lot of the information of our needs such as their contact information and it tells us if they do guest post product reviews and things like that, but doesn’t change the fact that you still got a close deal and that sort of a thing, so that’s really what we’ve been doing in the last few months to grow and try to put our money where …is. John McIntyre: Okay, have you been getting on the phone with people or you just like when it comes to closing these… and another beta testers, the actual customers, are you getting on the phone with them or you just pushing them to the sales pitch? Dave Schneider: Both, you know we do a little bit above and in the majority of it is sort of pushing people to a sales page because you know at least in our minds we have a large market of  digital marketers and we’re trying to look for marketing methods that will scale very well. So, you know if we get out there with guest post and product reviews and podcasting appearances, then you know we can reach a larger audience making come over to the website and maybe they’ll sign up for email list or they make a purchase of things like that. I don’t do a lot of cold email for example I called phone sales because it’s just a little bit too much. You know it’s a bit too cold sometimes, but we do obviously to get on the phone with anybody who is interested in and really chatting with us about the software we’ll use in our funnel you know what we’re doing, we have free trial sign-ups and obviously buyers and we always put in our funnel in the signature, hey schedule a call with us here. We’re happy to catch up with you because you just feel that it really adds a lot of personality to the brand, really helps us kind of improve the conversions down under the funnel. We’re making kind of gets on the phone and walk them through their problems. John McIntyre: Yeah very cool, okay, okay. I like it, I like it. So, what’s the base that you have learned so far? The interesting part is thinking like what’s next? Because now you get the software and now you’ve got some momentum. Are you going to keep following strategy like this or you gonna try something else? Dave Schneider: Yeah, so I think you know we have a couple of different ideas about really how we want to kind of to try to grow the audience and every one of them has outreach really as a component because I’ve just found that this is really pretty impossible this sort of kinda get out there without some degree of outreach, but you know we’re looking to do is kind of scale up really the interaction with each person and each influencer and what we can kind of bringing with their audience? So, for example you know in the past we’ve been doing things like guest post and product reviews and those were very nice and they do okay, but what I would really love to do is say you know do a webinar or something like that where we can kinda get in front of their audience may be for you know thirty minutes or so and kinda show off what we’re working on. Try to show the value of what it is and really have some time to kinda sit with people, talk with them, answer the questions live and kinda saturated and you know a lot of people talk about kinda email funnels is so is about sort of kind of getting you know the buyer to kinda the potential prospect to buy at the end of the funnel and one sort of I guess variation on that is what I think of this is the relationship funnel which is how can I get the influencer to kinda allow me sorta more and more leeway to work with them in their audience. So, what we talk about is we have almost like our own relationship funnel idea that we’ve built our way in the first step is you know the things I mentioned earlier which are a subscriber and their newsletter. We’re going to engage in dialogue. We’re gonna comment on their post. We’re gonna follow them on social media. We’re gonna tweet their stuff. We’re gonna kind of let them know that we’re following them, we’re listening to them, we’re supporting them. We are like a cheerleader on the side and that allows us to kind of get over the hump of, maybe then we can do something like a guest post and a product review…get an initial… with their audience and from that they’ve sort made this commitment that they are interested in working with us. They have seen the quality of what we put out and then we want to continue to sorta add value to them. So, we’re looking to start like a podcast and then invite them on the show and say hey! look, you featured us to your audience now we’re gonna try to do the same for you about bringing you on this podcast and then the final step would be to do some point the webinar because we feel like you know that is something that’s gonna convert a lot more, you know so say, Hey! look we did all this cheerleading for you, now we did a guest post on your website, then we had you on a podcast. What do you say about a webinar and these kind of build and strengthen that relationship along the way and becomes like its own funnel. John McIntyre: Yeah, it just keeps on going and going and going. It’s… in my experience, but my businesses follow set-ups. So, over time they’ve almost taken a lot of their own where you start off with some things, you know sort of webinar, setup something and over time you just get more insight, people reply to your emails, they stay member you get on the phone with you and get more and  more. You just pick up more and more ideas and if you’re asking people to reply your emails, you do create this ongoing dialogue where instead of you as being a very static list is just getting blasted out you know millions of people or … you know whatever it is. You become this, you’re a person to them. People are so open to them and this is so turned on by that and they know that they can email you and that they can have that dialogue with you, they love it. Dave Schneider: Absolutely, may I get that type of stuff all the time? It’s almost like people don’t expect it sometimes. They are like wow! Like you replied to my email, like you are a real person. You came here with real personalize and customize response and even a little picture of you in your Gmail, that sort of thing and sometimes it makes me think like what is everybody else doing but you know when obviously a startup we are just trying to kinda gain traction against you know other software that’s been around for a longer years and you know one of our sort of our competitive advantages is that we can be personal with people. We can get on the phone one on one and say hey! look how can I help Ted today and that’s sort of thing and then when you start to kind of build those relationships and you built that data, you can then kind of almost rehash in a little bit where you know Ted becomes a case study. His testimony is going your website. They are going in your email funnel.  He becomes a success story that you feature on your blog and all of this kinda hopefully spirals into you know getting larger and larger and more authority and trust. John McIntyre: Yeah exactly, exactly! I think you’re on the right path man. I think this is unique good piece of software. So, we are coming up to time here, but before we go, if people wanna learn more about Ninja outreach, what’ the deal? Where should they get on and why should they get on? Dave Schneider: Absolutely, so I mean obviously we recommend people to check on ninjaoutreach.com. We have a nice blog, we try to talk about the journey of the startup and kind of what we’re trying to do with margining and then we even have monthly income reports and things like that, so we get in kind of the behind-the-scenes details that I think are pretty kind of juicy and now you don’t get those everywhere else and of course you can always email me at: dave@ninjaoutreach.com. I always find there every email and I check my spam too. So, I’m pretty guarantee to reply or something hopefully valuable. John McIntyre: Perfect, perfect, alright Dave thanks for coming on the show man. Dave Schneider: Thank you John! The post Episode #116 – Dave Schneider on Highly Successful Influencer-Outreach Strategies appeared first on Drop Dead Copy.